The recipe
That particular combination, a competitive price together with a well-described delivery plan, is what we see producing the greatest successes. As a tenderer you can rarely price your way to winning a procurement unless you have the capacity to deliver the required quality on what is being asked for. In our experience it is usually not the tenderer with the highest prices who wins; what matters is the combination and the balance of the right price and good quality.
In this assignment we carried out a thorough price analysis of the competitors together with the client. That was to give ourselves the best possible conditions for setting a price we could be confident was competitive while sitting at a level accepted by our client's management.
Something worth keeping in mind
The price you set in the tender will largely follow you through the next four years. So it is worth thinking twice before you fix a tender price.
Besides setting the right price, we put a lot of focus on understanding the contracting authority's real need. We do that by reading between the lines of the tender documents, interpreting and mirroring what is asked for, and putting relevant questions to the authority.
We also went outside the tender documents and looked for information about the authority through other channels, such as its website and news articles. It is all about building as complete an understanding of the assignment as possible.
As a wise person once said: the one who knows the most wins the most.
Would you also like to know how we can help your company do better in Swedish public procurement? Do not hesitate to contact us at Anbud Direkt and we will look into your prospects.
Written by Sören Björnstad, CEO and bid specialist at Anbud Direkt. We work with Swedish public procurement every day.