Let me introduce two type of participants in a Tender:

Type 1: Monkeys

95% of participants in a Tender just fill a tender form , pay EMD(Earnest Money Deposit) and wait for mother luck to smile on them, failing which they apply for refund of EMD and get the same back , sometimes by spending money for taking refund of ones own EMD!

Type 2: Tigers

5% of participants in a Tender , craft their proposal and ensure that they always figure in the shortlisted list of Commercial Bidders. After this they consciously decide whether they should move ahead or not depending on the profitability of the same.

Since 95% of Monkey bidders allow 5% Tiger bidders to perform, it is important to understand they Key difference amongst the two categories. People often write off by saying that it is the skill to bribe (influence) the client which separates the Tigers from the Monkey but it is not so.

What is the key difference between the “Tigers” and “Monkeys”?

1. Read between the lines of a Tender.

* Very few tender applications do not have loop holes which cannot be used by the bidder

* Monkeys will quote for “what is asked”. You quote for “what is asked” as well as “what should have been asked?”

2. Consciously decide on the unit of quotation

* Price per unit of product Vs Price per unit of solution
* What is ‘least count” that you are looking at while framing your quotation?
* Look at your offering as “Outside – In” rather than “Inside – Out”

3. The quotation should address a circle and not a point ( The If-Then-Else Loop)

* Quotation should include

– What client has asked for in the tender?

– What additions your recommend in the tender?

4. Camouflage your offer under your “Terms and Conditions”

* Many a times, the tender terms are very strict and does not allow you to play with the same. In such cases , your terms and conditions should be crafted in a way that you are able to communicate your “circle” instead of a “point”

5. Your bid should cover he entire range of possible bidders for a given tender

* Prepare a list of possible bids from potential applicants

* Classify them in categories

* Ask yourself the question – “What will be my offering if I were to compete with each one of these categories”

* Incorporate each category in your circle of offering

 

Being a Tiger in Tender business is not a trait , it is a scientific process and can be understood and implemented by every monkey of a tender applicant!