The SME Tender Machine – How to Build an Unstoppable Business
You’ve finally found it…
The SME Tender Machine is a resource designed for Small to Medium Enterprises new to tendering and who want to achieve extraordinary win rates “right out of the gate” OR for those SME tender veterans looking to tweak their existing approach in order to boost their win rates to unprecedented new levels.
This is your chance to access a priceless collection of tender strategies, processes, templates and analytical calculators. Join the ranks of some of the world’s most successful SMEs by harnessing the power of the SME Tender Machine.
The problem with tenders
How good would it be if you could just buy a copy of a recently winning tender for your industry? Imagine how much time you could save writing tenders. All you’d have to do is change a few company names here, insert some boilerplate text there, and bingo your business would have the template for a winning tender. You’d have a huge head start on every tender you submitted from then on!
With your winning tender template in hand, the next tender you prepared would be a breeze. All you’d have to do is find and replace the Target’s name and a few other words. Then change those changed words again for the tender after that and the one after that. And so it goes.
STOP! See the problem? Your tenders are not being customized to your Targets’ requirements. You’ve now become highly efficient at responding to tenders. But have you become any better at winning tenders? This scenario is played out every day in businesses all over the world. A well-intended attempt to promote efficiency and simply get the job done can actually result in an out of control death spiral of high-volume/ low-quality (and low win rate) tenders. Once this death spiral begins, it’s difficult to stop. Inevitably the opposite actually occurs. “We’re not winning enough tenders, what do we do? I guess we need to submit more.”
So what’s the answer?
How do you escape the tender death spiral? Where does all the extra time come from to produce and submit high-quality tenders? Believe it or not, the answer is actually quite simple. First, you’ve got to “stop the rot.” Once you have identified and reduced the number of low-probability Opportunities you tender for (the ones you are unlikely to win anyway), you can focus your time and energy on maximizing your chances of winning medium and high probability Opportunities.
All of this can be achieved by using a proven tender system; a system I have successfully used to consistently win major tenders and proposals. Having spent over a decade preparing bids for some of the world’s best-known companies and brands (in addition to a number of SMEs), operating across a wide range of industries, I have learned the secrets to consistently producing winning tenders and proposals in any industry and for any sized business.
Over the last 10 years, I have condensed a number of comprehensive tender strategies and approaches by well-respected tender strategists (such as Larry Newman – author of Shipley Proposal Guide) and combined them with my own shortcuts, process improvements and tools. This has resulted in the creation of a simple but powerful system for managing tenders and proposals across any business and any industry. Best of all, this is the very same approach I have successfully used to consistently win major tenders and proposals for over 10 years and achieve an 87.5% win rate.
The SME Tender Machine gives you the power of a “best practice” process that can be applied to consistently create winning tenders for the provision of products and/ or services across any industry and for any sized business.
The SME Tender Machine can be used to consistently win tenders in a wide range of industries including:
- Banking and Finance
- Facilities Management
- Food and Beverage
- Information Technology
- And a whole lot more…
Master the seven stages of tendering
The SME Tender Machine guides you step-by-step through the seven stages of tendering. Just like having your own tender playbook, you’ll finally have the strategies and tools you need to take control of each stage of the tender process.
Master the seven stages of tendering and maximize your tender win rate by:
- Efficiently and effectively dissecting complex Tender Request Documents allowing you to identify all “stated” requirements and correctly assess the level of commercial risk associated with the Opportunity.
- Correctly qualifying Opportunities so you can focus your time and energy on the Opportunities you have the best chance of winning.
- Developing a winning value proposition that takes into account the Target’s “stated” and “unstated” requirements.
- Using alternative fee arrangements to financially differentiate your offer from your competitors’.
- Making a tender plan that embeds your tender solution and value proposition providing a roadmap to success for your Bid Team.
- Writing motivating content and project managing a team of contributors to maximize the impact of your value proposition while also maximizing the efficiency of your team.
- Managing your submissions and creating a pipeline of future Opportunities to measure and manage the success of your approach and suitably position yourself for future Opportunities.
Don’t believe me? Well here’s an example
Now read this carefully, this is the stuff they don’t teach at business school.
The 10 Second Qualification Process
The 10 Second Qualification Process allows you to quickly and easily assess tender Opportunities to determine how well your business is positioned for a tender win. It can be used to effectively qualify your bids and can even be used to help direct your pre-tender activities.
The Process simply consists of five questions. The first one is a pre-qualification question; if your organization and Bid Team cannot commit time and resources for the bid, you should not bid and should discontinue the tender process for the Opportunity. For each of the remaining questions simply answer “yes” or “no.” For each “yes,” you score one point.
Pre-qualification question: Business stakeholders and Bid Team can commit time and resources for bid execution?
- Currently providing this product or service to this Target or are already on the panel of approved providers?
- Excellent Target relationship?
- Good understanding of Target’s strategic direction, challenges and wants?
- Strong demonstrable experience and expertise?
Now just tally your score to qualify the Opportunity. If you score two points or less you should consider a “no bid” and undertake additional business development activity to rectify lacking areas for the next time the Opportunity “goes to market.”
Now … remember when I said the first step in escaping the death spiral of high volume/ low quality (and low win rate) tenders was to firstly “stop the rot” and reduce the number of low-probability Opportunities you tender for? Well the 10 Second Qualification Process is exactly how you do that! Congratulations you are now free to focus your time and energy on the real Opportunities.
The SME Tender Machine
Take your business to the next level!
- Proven “best practice” approach
- Works for any industry
- Suits SMEs with 1 – 1000 employees
- Learn on your terms
- Downloadable tender tools
- One-time fee, lifetime access
- 24×7 support