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

PART 2 | Introduction | Strategies and Tactics | Evidence
Content and Presentation | Post-tender Interviews | Summary

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  PART 2

Home | Issacons | PM Glossary | Papers & Books | Max's Musings
Guest Articles | Contact Info | Search My Site | Site Map | Top of Page