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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 November 2013.
Notes:
PQQ = PreQualification
Questionnaire
ITT = Invitation To
Tender
RFP = Request For
Proposal
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In this Part 2, David Harrison covers:
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Processes
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Mistake #6 - Not asking the right questions
before the PQQ, ITT or RFP is issued
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Mistake #7 - Unstructured business development,
"capture" and bid processes
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Mistake #8 - Insufficient planning and
preparation
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PQQ and Bid Teams
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Mistake #9 - PQQ and bid teams under resourced
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Mistake #10 - Little commitment shown by key
contributors
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Understanding
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Mistake #11 - Not understanding customer's
needs, standards, expectations, constraints and concerns
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Mistake #12 - Misinterpreting the
procurement process, instructions, questions, scoring and selection criteria
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PART 1
