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
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