1.They don’t plan.

Working through the night and the submission day scramble might look heroic but they do little to improve your chances.
Solution: Prepare early and also get know the right people, call them and explain the value that you can bring. Raise your visibility. Get your company listed in relevant online databases where you can be accessed.

2.Lack of Online Visibility.

The internet has permeated every aspect of lives including dating and religion etc! Any serious company must have a professionally designed website and professional company email addresses.
Most of the electrical contractors do not have websites and most still use generic emails from gmail or yahoo accounts. This makes them look unprofessional.
If you do not have a website, where will you show your portfolio? The first step when doing tender evaluation and analysis involves establishing the online visibility of the companies who have quoted. A credible company at least has a website.

3.They do not seek expert help

Many do not seek for help and guidance from experts when applying for tenders.
Solution: There are consultants who specialize in helping businesses prepare for bids and tenders, these can help you shed more light on how to improve success rates. Ask for help.
Don’t be afraid to ask for help and guidance from an expert when applying for tenders. There are consultants who specialize in helping businesses prepare for bids and tenders, and with experience of scoring methodologies and knowledge of buyers, a consultant will help shed more light on how to improve success rates.

4.They do not Play to their strengths

Most firms do not focus on the smaller, more local opportunities to build a stronger, more relevant portfolio of work; rather they chase big opportunities that aren’t a perfect match or are too big to successfully manage. It is important to remember that every question in a tender needs to be answered well – so if you are struggling then it may be a sign that the opportunity isn’t the right one.
A common mistake businesses make in tenders is focusing on features, for example what they do, rather than the benefits that will have on the client. When applying for a tender, businesses shouldn’t expect something like their benefits to be self-explanatory – ensure they are included!
Never underestimate the small details – silly mistakes, a missing signature or failing to send printed proposals by recorded delivery can undermine weeks of work. If a business doesn’t meet all the requirements set out, then they will fail!

Benard Makaa