Gary Brown believes strongly that the secret to providing the Client with the right solution is not done during the Tender Period and that the most important period is the 3 to 12 months prior. If the hard yards have been done and a resource has been committed to this full-time then the final submission should be the finalisation of the proposal .
Knowing more about your Client and their project then they do is the key that will open the door to your proposal being the winning tender.
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Dion states that often, firms do not thoroughly understand the client’s tender requirements and invariably miss the mark by not effectively reading the tender documents. Assumptions must be reduced in a tender as different projects (and clients) can have very different requirements. Quite often tenders are written with the bidding party in mind but not the clients requirements. This is a costly mistake… Understanding the client requirements is key to success.