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Thinking about how the government is approaching the market, the investment of time across the procurement process and understanding how your response will be evaluated can help you qualify a bid opportunity. For example, if the buyer is approaching you or a small group directly for a quote for a specific service that is your specialty, the probability of winning this contract is significantly higher than, for example, an open market tender opportunity where you are competing with 10 other companies that can deliver the same product or service as you. This is why understanding the ‘process’ is important.
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