It goes without saying, most markets are highly competitive with multiple capable suppliers providing goods and services to a defined group of customers. It can be challenging for businesses to clearly communicate to customers why their offering is superior to their competitors.
Businesses often seek to differentiate themselves on the basis of quality, service, product range, expertise and experience or price. This can be challenging in highly mature markets or markets for commodity goods or products.
Understanding what your business does better than your competitors will assist you in preparing a tender bid or quote that clearly communicates to Government buyers why your business should be selected to win the tender. But be honest in assessing your competitive advantage. By claiming experience and expertise in a field when you don’t have it, may become evident to the tender evaluation team when they assess your bid.
By all means sell your business’ strengths, but avoid the temptation to oversell. For example, submitting copious amounts of brochureware and promotional materials rather than a detailed response to the requirements sought in the tender IS NOT providing detailed evidence in your bid to back up your claimed expertise.
Providing Evidence of Expertise
A practical way to show the tender evaluation team about the capability of your business is by carefully selecting customer referees who can validate your business’ expertise.
Other forms of evidence you can submit in your bid may include:
- Information about any industry awards your business has won
- Case studies showing how customer requirements were met
- Innovative solutions you have had developed
- Details about any leading edge technology your business has invested in.
Demonstrating Business Alignment
In addition to the products or services your business delivers, think about how you can demonstrate to Government buyers how your business is aligned with and can support the key policy priorities of Government.
Think about how you can demonstrate your business’s support and tangible commitment to:
- Aboriginal employment and suppliers
- Diversity and Social Inclusion
- South Australian based businesses and the local economy
- Apprenticeships, traineeships and vocational training
- Socially and economically disadvantaged members of the community
- Care for the environment and sustainability
- Minimising the risk of Modern Slavery in their supply chains
- Providing your employees with a safe work environment, free from harassment
- Prompt payment of your suppliers and sub-contractors.
