How to Find Tender Opportunities for Your Business.
James Connor Assistant Marketing Manager james@orbidalgroup.com
✔ What is Orbidal ? ✔ The Global Procurement Market ✔ Searching for Available Tenders ✔ Getting Strategic - How to Win More Tenders ✔ Be Proactive , Not Reactive ✔ How to Build a Tender Pipeline ✔ How to Build Buyer Relationships ✔ Competitive Market Intelligence
What is Orbidal? Orbidal is the all - in - one platform designed to help you : Discover opportunities to grow your business Qualify opportunities with our Bid / No - Bid tool Compete for new business Design winning proposals Learn from previous experience & utilise buyer feedback Optimise your tendering process Win lucrative government contracts
The Value of Government contracts is 18% of Global GDP. WORLD REPUBLIC OF IRELAND UNITED KINGDOM $13 Trillion €9 Billion £320 Billion
Searching for Available Tenders. <€25,000 >€25,000 >€25,000 >€134,000 Not required to eTenders Contracts Finder Ted.Europa.eu be advertised E-Sourcing NI
The Five-Step Approach to Winning Tenders. Search for Qualify Completing Review of Post-Bid Available Available the Bid Existing Evaluation Tenders Opportunities Documents Processes
Businesses Who Win Tenders Are... AWARE KNOWN READY COMPETITIVE Monitor Websites Meet Buyers Use a Bid Library Conduct Market Build a Sales Offer Trials Seek Collaborators Research Pipeline Build Relationships Implement a Know the Buyer Qualify Process Well Positioned Opportunities
Get Strategic. Responding to Government contracts should ideally be part of your everyday sales cycle . Define your target market ( and your buyer within that market ) . Research which Government bodies have previously purchased what you are selling . This information will give you a perspective on the size of the market for you , the types of buyers , the typical contract value and even your potential competitors . Government contracts typically represent about 18% of B 2 B sales , meaning it cannot be ignored , and should be a cornerstone of your company ' s growth strategy .
Be Proactive, Not Reactive. If you want to be a successful tenderer , you cannot wait for opportunities to come to you . Leading companies in this space are proactive in their marketplace and generally have started work on their submissions before their competitors have even heard about the opportunity . How can you become proactive in your marketplace ? Make sure that you are engaged with news stories that affect your sector Build a buyer relationship with bidding organisations Be aware of your marketplace - are your product ( s ) and / or service ( s ) in demand ? Firms lose 55 - 70% of all proposals . Most firms do not know the competitive landscape , nor their probability of success when tendering .
Build a Pipeline. The first step in building a tender opportunities pipeline is the same as any other sales pipeline - finding prospective buyers who need what you ' re selling . But how do you find public sector buyers ? Research historic tenders Monitor websites and Government portals Don ' t be afraid to ask for help ... Businesses that compete successfully follow a process . Businesses who implement a tender process increase their win rates by 70% and more .
Build Buyer Relationships. Building a buyer relationship very early in the bidding process can greatly enhance your chances of success . Even in a tender situation , people buy from people , so you and your bid team should be dedicated to building relationships with potential public sector buyers so they feel comfortable buying from you . People buy from people like themselves so align your company as closely to the buyer as possible by way of values , vision and mission .
Competitive Market Intelligence. The first rule in becoming successful in developing your business through bidding is to know your customer and your competitors . It is useful to study contracts that have been awarded and understand the procurement history of tendering organisations . A useful tool for learning the language of your buyers and also for finding out what your customers are saying about you is to analyse social media conversations .
Why Orbidal Wins >80% of Competitions We Participate In. Orbidal reduces the effort involved in tendering by approx. 40% Product Features Opportunity Discovery Opportunity Qualification Proposal Compilation SME Collaborators Content Management Task / Team Management Sales Pipeline Competitive Insights Tailored Recommendations
Services. Response Planning Bid Management Content Development Bid Reviews Insights & Critical Assessment
Talk to Orbidal. Orbidal has worked with 500+ businesses on public contracts (e.g. local authorities, central government, etc.) ... And Can Help You Win. Get in touch today at james@orbidalgroup.com or call on +353 (0)1 571 3244
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