Top tips to win busi­ness ten­der

North West Telegraph - - News - Robert Dougherty

Hed­land busi­nesses delved into the fine de­tails of how to win ten­ders and con­tracts at the Port Hed­land Cham­ber of Com­merce and In­dus­try’s March Busi­ness Break­fast.

Codeswitch se­nior con­sul­tant Tony Noo­nan gave in­sider tips on how small busi­nesses in the Pil­bara could bet­ter po­si­tion them­selves dur­ing the fo­rum at ibis Styles Port Hed­land late last month.

Mr Noo­nan said mak­ing the most of op­por­tu­ni­ties to win ten­ders and con­tracts was all about pre­sen­ta­tion skills, know­ing the client and go­ing the ex­tra mile as a busi­ness.

“It’s un­der­stand­ing ex­actly what your client wants and un­der­stand­ing how they ac­cess what you present,” he said.

“Peo­ple tend to think that a ten­der is just fill­ing in blanks on the ten­der form but it’s a lot more im­por­tant more than that.

“Recog­nis­ing that if there’s five peo­ple in the con­test that means that four will miss out, of­ten peo­ple need to learn there are no prizes for sec­ond and un­der­stand­ing that.”

He also said com­pa­nies needed to be mind­ful of com­pet­i­tive min­ing and re­sources in­dus­try ten­ders which of­ten placed more em­pha­sis on the safety of their work­ers.

“It’s about what’s sig­nif­i­cant to them and how that will be re­flected in weigh­ing what they give each sec­tion,” he said.

“For ex­am­ple, safety for BHP or Rio Tinto, there may only be four ques­tions but those will prob­a­bly be weighted 30 or 40 per cent more.

“Think­ing like the client, ‘who’s go­ing to de­liver this work on time safely and who do I have con­fi­dence in?’.”

Pic­ture: Robert Dougherty

Codeswitch se­nior con­sul­tant Tony Noo­nan at the Port Hed­land Cham­ber of Com­merce and In­dus­try’s March Busi­ness Break­fast.

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