Tool Box
Issue No. 16 - April/May 2004
To bid or not to bid...
by Adrian de Brenni
Just because there is a request for tender, a call to apply for funding, a new round of grants or any other event that allows you to submit an offer doesn’t mean you have to respond. You don’t have to participate—you do have to decide.
It’s easy to take on each new opportunity as it arises, without really deciding on the relative merit, and doing the best you can with the available resources. This approach results in a reduction in the standard and potential success rate of all proposals. Remember the raspberry jam rule—the further you spread it the thinner it gets.
Your involvement, or decision not to be involved, will send clear messages to your customers and competitors. It is important that you have a strategy for how you wish to be perceived and that you follow this strategy in deciding how to respond to each opportunity.
The time you spend in assessing and prioritising each opportunity will deliver immediate rewards. You will be clear and confident about your decisions and directions. You will have resources aligned to the most beneficial projects. You will maximise your chances of success.
If you decide not to participate in a particular opportunity you will have already benefited. By avoiding a low potential gain project you conserve resources for targeted, high—gain activities.
Rewards
The first and obvious reason to be involved is that you want to have your offer accepted. With a tender you want to be selected as the service provider. When applying for funding or grants you want your proposal to get the funding ahead of others. You will be rewarded with increased incomes that will cover costs, fund activities and—in the case of a business—contribute to profits.
Selection is normally the primary aim, but there are many other reasons why you should consider preparing proposals or getting involved in the process that will result in calls for proposals.
The earlier you get involved ...
