Well this is is the $64,000 dollar question! However let’s start with the basic principles which apply when evaluating any bid or tender.
Firstly the buyer will set a scoring criteria (sometimes referred to as a matrix) and this is likely to consist of the following:
– The Company background (structure / location / people / facilities etc)
– The financial standing (from information which you submit, or a credit check)
– Your ability to deliver the goods or service (history, capacity, team who will manage it, experience, client testimonials etc)
– Quality (either by accreditation, process or methodology)
– Policies and procedures
– Direct experience of the team involved in the implementation /planning / build / installation / ongoing service
Usually most buyers will share the overview of what they are going to evaluate, and in some cases they will also give you percentages of what element is the most important too.
If this information isn’t given, try and understand what we here at Ocurem call “Buyers Clues” and then focus on what would be the most important aspect if you were evaluating the bids. Would this be quality or maybe it would be about the actual team who will be delivering the service. Whatever you decide you need to try and encompass this into your bid response.