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Tender Interview Skills

Your key to success: Tender Interview Skills

Your key to success: Tender Interview Skills

Congratulations! You’ve been successful with your tender and have been invited to the Interview Stage. So, you’ve got to start brushing up on your tender interview skills.

You now have to present to, and be interviewed by, the evaluation panel who will decide whether to award you the contract or not. No pressure then!

The Interview stage allows the buyer and supplier the opportunity to meet, and also to discuss the finer elements of the tender for the client to understand how you will deliver the contract. You have to give them the confidence that you are the best option for them.

However, presenting for a bid is no different from delivering any other kind of presentation – whether it’s a sales pitch or presenting an award, having good presentation skills will improve your success rates.

More and more, panels want to meet the operational and delivery teams, rather than the salesperson who won’t be included in the contract at a later stage. The downside can be that these team members don’t feel comfortable presenting to a panel – especially when the stakes are so high.

Here are our presentation tips to ensure your team’s success and improve their tender interview skills:

Preparation

The best thing you can do for yourself is preparation. The panel want to see you know the contract well before giving you their backing. In order to prepare for a tender presentation, some of the things you need to consider include:

  • understanding your customer’s requirements
  • the work you have been bidding for
  • how you’re going to deliver the presentation
  • whether you will be presenting alone or as part of a team.

Having a preparation timeline of when you’ll complete each stage of the presentation will make you feel more prepared.

Most importantly, remember to read the tender you originally submitted. This is likely to be the foundation on which your presentation will be based, so you need to make sure you are familiar with the source material. The more prepared you feel, the more confident you will be. You and your presentation team will need to collectively pre-empt any challenging questions and have answers ready.

Research

Read up on the buyer organisation. They won’t expect you to know everything, but they will expect you to know the basics. For example, read their website, find out who their Managing Director is, know where they are based; these details are essential. You should also re-read the tender documents and your submitted bid, which may be stored on some bid management software. The more informed you are about the organisation, the more the panel will relate to you. The key to success is relationship building. Start that relationship on the right foot.

Format of the presentation

You need to decide how you are going to physically deliver the presentation. Are you going to use PowerPoint, or are you just going to talk to them? There are benefits and drawbacks to both options, so there is no wrong way to do it. Using a PowerPoint and handouts will benefit you as it backs up your points visually.

Don’t just read off the slides, word for word, as this will send the panel to sleep. Keep the PowerPoint brief and be imaginative – use infographics to enhance your points, rather than long lists of bullet points. A PowerPoint should be an aid – not the script.

Think about the technology you’ll use and what your surroundings will be like. Does the venue have a projector and screen, or will you need to bring your own? Think about these things before you get there so you don’t have any nasty surprises.

Original content

The content needs to be original; don’t just copy and paste from a previous presentation. If you create the presentation from scratch, it will be much easier for you to learn as they are your own words. It’s much easier to present something that you have created yourself.

Keep the presentation as simple as possible – limit corporate emphasis as much as possible. Tailor it to the requirements of the contract. You should follow the agenda that they have provided for you. All the panel really want to hear about is the benefits of the tender for them. So, highlight the benefits and added value that you will be giving them, and they will sit up and listen.

Your presentation should follow the agenda that the client has issued to you.

Decide a front person for the interview

Designate a leader for the interview. Each member of the team will have their specialty, but it’s good to have a focal point. It looks better if the panel asks a question and the leader can field the question to the appropriate staff member. It will make the presentation slicker and more professional. A good leader would be someone like the Project or Operations Manager.

If you are presenting as part of a team, decide whether each person will cover a specific section, or whether it will be more of an open forum. You will need to coordinate with team members to make sure they know what they are covering.

Put yourself in their shoes

The panel will have questions, and you need to think about the types of queries they have so you can pre-empt them and have positive answers already prepared. One good way to do this is to think about the contract from their perspective. What are their needs? They are looking to you as a solution, so think about their pain points and how you can solve them.

Rehearse

Ask colleagues if you can practice presenting in front of them. By presenting to people who aren’t so close to the tender and presentation, they can offer critiques, praise and offer ideas that you may not have thought of. It will also help you learn the material and prepare you for the interview.

This will also help you with timings. There is nothing worse than getting the timing wrong; too short and you will look unprepared, too long and you will bore the audience. Presentation times will vary from tender to tender, but make sure you stick to your allotted time – if you reach your maximum amount, the client could cut your presentation off.

Dealing with nerves

It’s only natural to be nervous ahead of an important stage in the procurement process. After all, this is the final opportunity to impress. Take deep breaths, smile, and engage with your audience. It’s a professional presentation, but that doesn’t mean you can’t be friendly. The more engaged you are the with the panel, the more engaged they will be with you. Talking at them will just send them to sleep, so encourage conversation where appropriate. If you feel you are having a conversation with them rather than just presenting, it will ease you into the presentation and your nerves will disappear.

Think about how you will position yourself during the presentation. Will you sit or stand? Most people may stand during a presentation because it makes them feel in control. However, if you get a serious case of the jelly legs or are petrified of standing in front of a panel, there is nothing wrong with sitting. If you can project your voice and they can see you, sitting isn’t an issue. At the end of the day, you must feel comfortable and keep control of your nerves to deliver the best presentation you can.

Want to improve your tender interview skills?

Did you know that our bid consultants can help you design your presentations and offer practical interview guidance? Get in touch with us to see how we can improve your success at all stages of the bid process.

Bid Writing Course

Bid Writing Course – Book Now

Bid Writing Course – Book Now

We are delivering a bid writing course for anyone with a responsibility for writing, managing and winning bids.

This event will be an ideal opportunity to enhance your bid writing, as well as gain the latest insights from bid experts. Our training courses will give you the skills and tools to be successful.

Bid Writing Course

Date: Thursday 6th February 2019

Time: 09:30am – 3.30pm

Venue: De Vere West One

Ticket Types: Delegate rate (£310+ VAT)

We are offering 10% off for early bird delegates. At the checkout on Eventbrite, enter the code PROPELLER10 and the amount will be taken off automatically. This offer is only available until Tuesday 31st December.

We are currently offering Propeller customers 20% off the delegate price. Contact Rebecca at rebecca@propeller-studios.co.uk to find out more about this discount and eligibility.

Link to book:  https://www.eventbrite.co.uk/e/bid-writing-course-propeller-studios-tickets-78206247993

What you will gain from the bid writing course:

RECEIVE the latest bid writing tools and presentation tips to win more work

LEARN new strategies for improving your tender success rate

REVIEW & EXPLORE case study examples of best practice in bids

Agenda:

09:30 – Registration

Getting ready to bid

  • Bid / No bid – assessing the probability of success
  • Understanding the buyer and their requirements
  • Importance of client information

Preparing your submissions

  • Maximising tender launch meetings
  • Developing a winning bid strategy
  • Allocating team responsibilities
  • Scheduling tender deliverables
  • Working group activities

Current trends, industry insights and new bid writing tools

  • Evidence based processes. Focusing on lean, clear step-by-step
    process
  • Balancing infographics with technical diagrams
  • Increasing use of reality-checked proposals over warm rhetoric

Networking Lunch

Writing the submission – strategies for success

  • Ensuring 100% compliance
  • Tactics for constructing compelling responses
  • How to create the differentiator in your response
  • Writing exercises in Working Groups

Learning from mistakes to improve future submissions

Ask the Experts – Q & A Session

15:30 – Close

Who should attend?

This bid writing course will specifically benefit anyone involved in proposal or bid production. In particular, whether you write, coordinate or manage bids, this training will equip you with the tools to help you win more tenders. Therefore, it is suitable for bid writers of all levels.

Who is the day led by?

The bid writing course is delivered by Propeller’s experienced bid writing professionals, who secured in excess of £18bn worth of contract opportunities and contracts for our clients.

About Propeller Studios

Propeller Studios have a team of experienced bid consultants, professionals and experts.

Propeller’s bid writing team are proven bid winners. In addition, we provide qualified and experienced support to help you win more contracts.

With a wealth of multi-sector expertise, plus experience working with businesses of all sizes, we craft persuasive winning bids.

Click here to find out what other delegates had to say about our courses.

Outsource

Should I outsource my bid writing?

Should I outsource my bid writing?

You’re under a lot of strain – you’re understaffed, under resourced, and now you’ve been tasked with writing a bid. Now you haven’t got enough time to do your own job. What do you do? Consider outsourcing your tenders to an expert bid consultancy who live and breathe bids.

Is it cost effective?

You need to think about the cost – the reason you’re taking on the bid internally is to save money, right? You might be making a saving short-term by doing it yourself. However, if you don’t win the work because it isn’t up to scratch, then you’ll lose even more money. Wouldn’t it be better to get it right from the outset, and give yourself the best chance possible to win?

It’s a myth that outsourcing is expensive. It is a cost effective method of securing work, especially if you pick a consultancy that is good value for money. In addition, you are also saving money on recruitment costs. Rather than hiring an in-house bid writer, where you would have to pay them an annual salary, the beauty of outsourcing is that you only have to pay the consultants as and when you need them. Due to the ad-hoc nature and timings of when bids are worked on, using bid consultants on a bid-by-bid basis or an agreed monthly payment scheme would benefit your organisation. It would also save you money. 

Will it relieve my capacity?

You want to be able to focus on the core running of your business. It is likely you didn’t get into your job to write bids. Tasks are often distributed amongst staff members to save time and money. In the case of bid writing, senior management are often the ones who are tasked with it. By outsourcing your bid writing, you are instantly reducing your to-do list. You can then focus on your day-to-day job, knowing that the bid is in the hands of professionals.

Will I save time?

You could save a lot of time by outsourcing your bid writing, especially if it’s not your main role. You’re trying to run your business, manage your staff and write a bid all at the same time. By outsourcing, you will now have time to focus on operational activities without the worry and strain of looming deadlines.

What can an outsourced team do for me?

The bid consultants will provide their professional expertise and guidance on how the bid will be tackled. It can be very beneficial to have more than one pair of eyes looking over it. With a collaborative approach to the bid, ideas that weren’t originally thought of will be generated. They will offer advice on improvements throughout the entire bid process.

Bid professionals have a lot of experience to draw from on how bids can be successful. This gives you the best chance of securing the work. In addition, you and your team will also benefit because you can draw on their existing knowledge. Therefore, this is great for the personal development of your team. Think of the consultant as your ‘critical friend.’

Is outsourcing admitting defeat?

There is also the matter of your pride. You may feel like you can take it all on your own shoulders, but there is no shame in asking for help. By outsourcing your bid writing, the consultants will work with you and manage the process on your behalf. They can manage all your submissions, build up a database of compelling case studies and much more. You don’t have to go it alone.

Who should I go with?

You’ve made the decision to outsource your bids. Now you’re searching for a reputable organisation with a proven track record in securing work for their clients. There are many out there and it can be daunting trying to figure out who to pick. Well, look no further than Propeller Studios!

Comprising of experienced, qualified and professional consultants, our in-house bid writing team has successfully worked with a vast number of retained clients. We provide a completely outsourced pre-qualification (PQQ) and tender (ITT) response service. We understand the pain points that many businesses experience and will work with you to achieve success and secure you work.

Our team use EasyPQQ bid submission software to manage your bids. The software allows us to search for responses to previously asked questions, re-use graphics, attach files and automatically answer most pre-qualification documents at the press of a button.

See how our outsourced bid service helped one of our clients to increase their turnover by 100% by clicking here.

To see how we could help you, please call us on 01462 440077. Alternatively, you can fill in the contact form here.

Privacy & Cookies Policy

Privacy & Cookies Policy

Scope

This policy applies to personal information collected on websites owned or controlled by Propeller Studios Ltd and its brands – EasyBOP, EasySmartForms and EasyPQQ (collectively referred to in this policy as “we”, “us” or “our”).

We comply with data protection legislation such as the Data Protection Act 1998. This regulates the processing of personal data relating to you and grants you various rights in respect of your personal data.

The aim of this policy is to tell you how we will use any personal information we collect or you provide through our websites. Please read it carefully before you proceed. The data controller in respect of this website is Propeller Studios Ltd.

What personal information do we collect?

You do not have to give us any personal information in order to use most of this website.
However, if you wish to request further information or a demonstration of our software we may collect the following personal information from you:
name, company, phone number and email address.
You may also choose to provide additional voluntary information in the course of your use of this website.

In addition, we may automatically collect information about the website that you came from or are going to. We also collect information about the pages of this website which you visit. This includes IP addresses, the type of browser you use and the times you access this website. However, this information is aggregated and is not used to identify you.

How will your personal information be used and shared?

The personal information we collect allows us to:

  • provide the products and services you have requested to know more about;
  • administer our website and provide customer services;
  • meet legal, regulatory and compliance requirements;
  • gather management information to form statistical and trend analysis;
  • communicate with you;
  • investigate any complaints about this website;
  • personalise your experience of this website; and
  • contact you about our products and services which we think might be of interest to you (where we have the appropriate permissions to do so; please see Paragraph 4 for more information).

We may employ the services of third party service providers to help us in certain areas. For example, website hosting, maintenance, call centre operation. In some cases the third party may receive your information. However, at all times, we will control and be responsible for the use of your information.

We may use aggregated information so we can administer and improve our website, analyse trends and gather broad demographic information.

Marketing Communications

We may from time to time contact you by email, telephone or post about our products and services (including from all our brands) that may be of interest to you.

If at any point, you would like to opt-out of receiving such marketing communications from us, or would like to change the channels that we use to contact you, please click on the unsubscribe link at the bottom of any emails you receive. Alternatively you can email us, stating your preferences, at info@propeller-studios.co.uk.

Cookies and Related Tracking Technologies

Use of Cookies on our website

We use cookies to collect information and store your online preference. Cookies are small pieces of information sent by a web server to a web browser. They allow the server to uniquely identify the browser on each page.

We use the following categories of cookies on our website:

Strictly Necessary Cookies
These cookies are essential in order to enable you to move around the website and use its features.

Performance Cookies
These cookies collect anonymous information on how people use our website. For example, we use Google Analytics cookies to help us understand how customers arrive at our site, browse or use our site. Also, to highlight areas where we can improve areas such as navigation, shopping experience and marketing campaigns. The data stored by these cookies never shows personal details from which your individual identity can be established.

Social Media Cookies
These cookies allow you to share what you’ve been doing on the website on social media such as Facebook and Twitter. These cookies are not within our control. Please refer to the respective privacy policies for how their cookies work.
If you want to delete any cookies that are already on your computer, please refer to the help and support area on your internet browser for instructions on how to locate the file or directory that stores cookies.

Please note that by deleting our cookies or disabling future cookies you may not be able to access certain areas or features of our site. To find out more about cookies please visit: www.allaboutcookies.org or see www.youronlinechoices.eu which contains further information about behavioural advertising and online privacy.

  1. Sale of the business
    In the event that the business is sold or integrated with another business, your details will be disclosed to our advisers and any prospective purchaser’s adviser and will be passed to the new owners of the business.
  2. Access to your personal information
    You are entitled to see the personal information held about you. If you wish to do this, please contact us at info@propeller-studios.co.uk. We may require you to provide verification of your identity and to pay an administration fee (which is currently £10) to provide a copy of the personal information we hold. Please note that in certain circumstances we may withhold access to your personal information where we have the right to do so under current data protection legislation.
  3. Updating your personal information
    You may review, correct, update or change your personal information at any time by contacting us at info@propeller-studios.co.uk.
  4. Changes to our privacy & cookies policy
    If our Privacy & Cookies Policy changes in any way, we will place an updated version on this page. Regularly reviewing this page ensures that you are always aware of what personal information we collect, how we use it and under what circumstances, if any, we will share it with other parties.
  5. How to contact us
    If you have any questions about this statement or your personal information, please contact us at info@propeller-studios.co.uk.

Bid Writing Course

Bid Writing Course – Book your place now!

Bid Writing Course – Book your place now!

We are delivering another bid writing course for anyone with a responsibility for writing, managing and winning bids.

This event will be an ideal opportunity to enhance your bid writing, as well as gain the latest insights from bid experts. Therefore, our training courses will give you the skills and tools to be successful.

Bid Writing Course

Date: Thursday 17th October 2019

Time: 09:30am – 3.30pm

Venue: De Vere West One

Ticket Types: Delegate rate (£310+ VAT)

There are discounts available. Contact Rebecca at rebecca@propeller-studios.co.uk to find out more.

Link to book: https://www.eventbrite.co.uk/e/propeller-studios-bid-writing-course-tickets-65780724919

What you will gain from the bid writing course:

RECEIVE the latest bid writing tools and presentation tips to win more work

LEARN new strategies for improving your tender success rate

REVIEW & EXPLORE case study examples of best practice in bids

Agenda:

09:30 – Registration

Getting ready to bid

  • Bid / No bid – assessing the probability of success
  • Understanding the buyer and their requirements
  • Importance of client information

Preparing your submissions

  • Maximising tender launch meetings
  • Developing a winning bid strategy
  • Allocating team responsibilities
  • Scheduling tender deliverables
  • Working group activities

Current trends, industry insights and new bid writing tools

  • Evidence based processes. Focusing on lean, clear step-by-step
    process
  • Balancing infographics with technical diagrams
  • Increasing use of reality-checked proposals over warm rhetoric
  • Brace for post-Brexit impact – PCR2015, ESPDs

Networking Lunch

Writing the submission – strategies for success

  • Ensuring 100% compliance
  • Tactics for constructing compelling responses
  • How to create the differentiator in your response
  • Writing exercises in Working Groups

Learning from mistakes to improve future submissions

Ask the Experts – Q & A Session

15:30 – Close

Who should attend?

This bid writing course will specifically benefit anyone involved in proposal or bid production. In particular, whether you write, coordinate or manage bids, this training will equip you with the tools to help you win more tenders. Therefore, it is suitable for bid writers of all levels.

Who is the day led by?

The bid writing course is delivered by Propeller’s experienced bid writing professionals, who secured in excess of £18bn worth of contract opportunities and contracts for our clients.

About Propeller Studios

Propeller Studios have a team of experienced bid consultants, professionals and experts.

Propeller’s bid writing team are proven bid winners. In addition, we provide qualified and experienced support to help you win more contracts.

With a wealth of multi-sector expertise, plus experience working with businesses of all sizes, we craft persuasive winning bids.

Here’s what previous delegates had to say about the course:

“The bid writing course opened my eyes as to the processes involved with planning and executing a bid.” London-based Contractor

“The event was very informative. As a result, it allowed us to familiarise with the key principle to ensure we are still hitting the mark.” Civil Engineering Contractor

“I found the event very helpful to help future bid submissions.” Northern Irish Contractor

“All sections of the course were applicable and easily understood. Very useful.” Contracting and Interior fit-out group

“The most insightful part of the day was listening to Propeller’s industry and sector knowledge and understanding how they incorporate this into their submissions.” Rexel – Electrical Products Provider

“Although not in the construction industry, I am able to apply the learnings to my own industry’s requirements. Propeller covered everything I feel I need to improve my bids.” McCrudden Training

“Propeller delivered a good bid writing course at the right pace.” Thorn Baker Recruitment

“Very relevant course, with some really useful tips on how to improve our PQQs. It was great to hear an experienced, unbiased view and advice of the correct bidding process.” Npower

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