Jason Cooney, Founder of Tsaks Consulting, highlights three challenges electrical contractors face when it comes to winning government bids and tenders, and how to ultimately overcome them.
The dreaded tender or bid. Always a hassle for contractors that love being on the tools. Writing a winning bid is not just about technical expertise; it’s about strategic planning, risk management, and effective communication. Add to that a busy contracting business to run as well as government documentation requirements and you have both a challenge and a potential lucrative opportunity on your hands.
Here are three common challenges electrical contractors face during the bidding process and some strategies to overcome them:
Challenge 1: Struggling to develop social value and local content initiatives
Social value and localisation questions are becoming increasingly common – and a dealbreaker in government bids. These questions assess your ability to contribute positively to the local community and economy. Without a clear plan, electrical contractors may struggle to articulate their social value proposition and score well for social value.
Overcoming the challenge:
1. Identify your social value strengths
Assess your organisation’s existing social value initiatives, such as community partnerships, employee volunteering programs, or sustainable practices. If you don’t have any, put some in place as part of the bid preparation process and ensure you develop relationships with community organisations in the local area where the proposed works will take place.
2. Quantify your impact
Use metrics to measure the social and economic impact of your activities. This will help you demonstrate the value you bring to the community. If you can’t put a number on how many hours you will contribute to an initiative or the actual amount of funds you will donate to the charity of cause, then the initiative will not have the credibility to score well.
3. Collaborate with local partners
Partner with local businesses, charities, and community organisations to enhance your social value proposition. This shows you are putting in the work and gives your proposal more credibility.
4. Build a strong local supply chain
Prioritise local suppliers to support the local economy and demonstrate your commitment to localisation. This needs to be integrated into your bid and you need to showcase the local partnerships you have developed.
Challenge 2: Limited supporting documentation for modern slavery, environmental and other questions
When working on a government bid, you will often be requested attached documents such as Modern Slavery Statements or Safety Policies, that you may have never heard of. More often than not they’re part of the mandatory criteria which means you will need to attach with documents and comply or your tender will not pass the first decision gate and be considered.
Overcoming the challenge:
1. Purchase template documents
This is the relatively easy way out that still requires some time and effort. With a quick Google search, you will generally find a company that sells a template for the document you require. Download the template and then tailor it to the project and your business.
2. Review other policies and create your own
This method is a little more time-consuming. You can normally download similar policies from other businesses across the UK that have their policies readily available. Use these as a guide to create your own policies and ensure you brand them according to your own brand.
3. Tailor, tailor, tailor
Regardless of which solution you adopt, you will need to tailor the policies and documentation to your operations and the bid (where appropriate). When procurement teams review your bid, they will generally review the supporting documentation in detail to ensure compliance.
Challenge 3: Lack of a bid library – and a long bid preparation process
A bid library can significantly streamline the bidding process by providing a centralised repository of past bids, templates, and supporting documentation. Put simply, it’s easier and quicker to write a bid when all your previous bids, documents and certificates are all organised and easy to find.
Most electrical contractors either don’t write bids and tenders often enough to create one or haven’t had the time to put one in place. This leads to you wasting valuable time and resources on repetitive tasks involved in writing bids and ending up in a complete mess.
Overcoming the challenge:
1. Create a centralised repository
Establish a secure and accessible platform to store all relevant tender documents, including bids, proposals, and supporting materials.
2. Develop standard templates
Create standardised templates for common tender documents such as executive summaries and risk assessments.
3. Organise your documentation
Categorise and index your documents to facilitate easy retrieval.
4. Leverage bid management software
Consider using specialised bid management software to automate tasks and improve efficiency. AI helps to write a first draft – and then it’s time to tailor your response.
5. Conduct regular reviews and updates
Regularly review and update your bid library to ensure it remains relevant and accurate.
By addressing these challenges proactively, you can improve your chances of winning tenders and delivering exceptional results. Remember, successful tendering requires a combination of technical expertise, strategic planning, and effective communication.
Find out more about Tsaks Consulting’s bid writing consultancy services here
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