#5: “The Large Print Giveth and the Small Print Taketh Away”

(Step Right Up, Tom Waits)

Knowing what a buyer wants is one thing, but knowing what a buyer is legally bound to accept is another. Checking for mandatory preconditions is an essential piece of work and is one of the reasons that we advocate reading tender documentation twice at the outset. If a provision is expressed as mandatory and you cannot provide evidence of compliance with it, then you are wasting your valuable time if you proceed with the bid. Mandatory preconditions can include compliance with ISO quality standards, public liability and other insurance thresholds or industry sector licensing. (Disclaimer Tender Ready offer a compliance accreditation service).

However, this is certainly not the end of line. This exercise will give you valuable insight into what is required to win certain types of bids, and will give you a business goal and a time frame in which to achieve it. Diarise the tender renewal date (see Tender Tip #1), work on achieving compliance and put yourself in a position to win this and similar bids in the future.

Download the full document to gain an insight into the tips and strategies that have helped win tenders and grow SMEs across multiple sectors and markets.

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