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Stress capability in rebids

 June 12, 2018
by Paul Heron

Last week we discussed the need to make rebids future-focused. This week we’ll look at stressing your current contract experience and performance.

Mine your client experience for advantages

Of all RFP bidders, only you have detailed knowledge of the current contract metrics, investments, and issues and their resolution. Use this information to:

  • Show deep understanding: Bid evaluators often complain that proponents fail to show they understand the requirements and have tailored their solution accordingly. At every opportunity, reference details of the client’s configuration and practices. This familiarity will create a level of comfort your competitors can’t provide.
  • Demonstrate performance: Cite efficiency improvements you’ve made and how you successfully managed unexpected situations. If you experienced performance lapses, don’t ignore them and hope the client has forgotten (it’s unlikely). Instead, document the investments and other changes you made at your own expense to prevent a recurrence.
  • Justify escalators and extras: If your client experienced price increases during the existing contract, defuse negative feelings these might have caused. For example, cite increased service volumes at declining unit costs, and/or improved outputs (quality, client satisfaction).
  • Ghost competitors’ pricing: Often one or more competitors will underbid, based on incomplete understanding of the requirements. To defend, do two things. First, include and price only required items. Second, find ways to reinforce the complexity and effort required to perform to expectations, including ongoing training. Also, identify any trade-offs you made that could impact price, and explain why this was necessary to achieve required performance and/or maintainability.

Position yourself as low risk and innovative

Use the ideas in this and last week’s posts to present your offer as an ideal combination of fresh ideas, combined with low risk due to your proven ability to perform.

When citing your knowledge and performance under the current contract, choose your opportunities carefully to avoid coming across as preachy.

Next week: Take transition seriously


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Photo credit

Paul Heron, MBA, is the founder and managing partner of Complex2Clear, and leads our bid response practice. LinkedIn 





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