Around 50% of the bids I
have worked on have had the solution for the service led by the bid…this is not
best practice! I understand time limits
and the information available may necessitate this at times, but where it can
be avoided it should be.
From the decision that is
made to bid for a contract (e.g. from advert stage) organisations should start
think about how they would ideally provide the service. This solution can be worked
and developed over the procurement so that by the time of the final tender,
there is a clear vision that can be written about.
On the other side of the
coin, you should not be coming to the final tender with no idea of how you want
to provide and just waiting for the final specification to shape your
thoughts. This reactive way of
developing service solutions can and does lead to mistakes, both in the bid and
the financial solution. It can also lead to implementation and operational problems
should the bid be won.
A good service can be
traced back to the right people taking the time to shape service solutions at
the start of a procurement process. The long-term pay off from this, both for
the bid and the service, is worth it in the end.
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