Party A tells you how they scrapped the bid!

In 2019, I was fortunate to be invited by a Party A to participate in the bid evaluation of a certain project as a manufacturer expert. The entire bid evaluation process was an eye-opener for me. The following is the experience of participating in the entire bid evaluation process. Let me sort out some situations where bids are easily discarded during bid evaluation. Pre-sales staff can learn from them in future project work.

1. Discard suppliers who do not bid seriously first

Tenders that do not bid seriously have the following phenomena:

1) The bid document is not thick enough

2) The format of the bid document is not beautiful

3) There are low-level errors.

4) The text is incorrect

5) The tender document does not consider Party A’s reading experience

6) The technical response completely copies the tender document

2. Scrap suppliers who do not understand the potential requirements of the tender document

Every time Party A invites a number of interested suppliers, it will combine the technical parameters of several interested manufacturers to come up with a bidding parameter.

If there is no in-depth communication with Party A in the early stage, it is possible that you will not know what mines Party A has laid in the bidding documents.

When reading the bidding documents, the first step is to kick out the suppliers with problematic attitudes. In the second step, Party A will carefully read the directory structure of the bidding documents to see if the suppliers understand the potential requirements in the bidding documents. For example, if there are obvious custom development requirements in the technical parameters, then the custom development chapter needs to be included in the bidding document accordingly. If a supplier does not provide content related to custom development, then the supplier's bid will undoubtedly be scrapped first.

3. Scoring with reference to the scoring standards

At the third stage, only 4 of the 15 bidders are left, and Party A of these four will carefully refer to the scoring standards for scoring.

The four tenders have a review index table and a scoring index table. The index tables are read one by one, and several judges give scores. Finally, everyone calculates the average score, and generally the manufacturer with the lowest total score will be eliminated.

The third stage will be scored from three aspects: technical points, business points, and price points. In the third step, one company will be eliminated, and the remaining three companies will enter the final stage - negotiating bids.

4. Bid presentation

Bidding presentation means asking three potential suppliers to prepare for on-site defense. Each supplier will have 30 minutes, 20 minutes to speak PPT, and 10 minutes to answer questions.

This time, the last three manufacturers conducted bid negotiations. One of them did not do much work in the early stage. The content of the bid speech was all general content such as company introductions and case introductions. The judges were not interested in these at all.

Party A at the bid negotiation site hopes to see Party B’s understanding of the project, the targeted and distinctive solutions provided, and the bid negotiator’s good and positive response to Party A’s issues. The three bidding companies will be scored at the bid presentation site. Finally, the bid document score and the bid presentation site score will be calculated comprehensively. The one with the highest score will be the winning bidder.

5. Summary

The bidding work is the final step in the operation of the entire project. The final step is the manufacturer's bidding document. However, the effectiveness of the final step is determined by the operational quality of the entire project. Time is spent in peacetime. Rome was not built in a day, knowledge must be accumulated slowly and little by little.