This Guest paper was submitted for publication 4/27/13 and is copyright to David Harrison, © 2013. This paper is an update of a paper originally published in 2008. Published here December 2013.
Notes: PQQ = PreQualification Questionnaire ITT = Invitation To Tender RFP = Request For Proposal
In this Part 3, we cover:
Strategies and Tactics
Mistake #13 - Being outsmarted by competitors
Mistake #14 - Pricing tactics that backfire
Mistake #15 - Late surprises
Mistake #16 - Running with the wrong partners
Evidence
Mistake #17 - Performance data is threadbare
Mistake #18 - Pretentious answers
Mistake #19 - Poor references
Content and Presentation
Mistake #20 - Demonstrating how your solutions will add value and reduce risk?
Mistake #21 - Features and benefits
Mistake #22 - Poorly written and poorly presented documents
Post-tender Interviews
Mistake #23 - Snatching defeat from the jaws of victory
Summary
PART 2
