#7: Pay Attention to the Weighting and Evaluation Criteria

This one is definitely worth saying loudly, as it is so important. This makes me think back to exam days, and hoping that if I threw loads of information at the three questions I knew something about, I would get away with not answering the fourth! My earliest experience of weighting.

We all have a tendency to present the great things our business has done/can do, it’s only natural. After all, the more we show them how great we are, the more they will be convinced that we are the best people for the job, right?

Wrong, unfortunately. Buyers are bound by the weighting and evaluation criteria. So it is imperative that you devote time to ensure that you understand this at the outset as it will help you plan to focus your time and energy on those areas where the highest points can be scored by your business. And if you can be strict with yourself at this stage to get through to tender presentation, you will have more opportunity to shine a light on your business successes, achievements and innovation in person.


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