Bridging the knowledge gap

Some simple ways to bridge the knowledge gap when bidding for public sector work.

Knowledge is power and bidders who have spent time getting to know a potential client, their issues and plans, before the bid process starts have a greater likelihood of success. Bid professionals call it the pursuit and capture stage and in my experience it really works.

However, not every bidder has the resources to specifically invest in capture for every opportunity and even if you have good contacts at the potential client the tender process may well be led by a procurement team who are “hard to reach”.

There are still plenty of ways to find out more about the potential client and shape your submission to improve its likelihood of winning. It’s easy to rush straight into answering questions and no matter how well you know the client its always worth doing the following:

1. Check their website for strategy documents and statements on its news section. This can very often include a 3 or 5 year plan that you can download
   

2. Check the LinkedIn profiles of the key individuals for any relevant articles they may have published, or views expressed
   

3. Acquire a copy of their latest annual accounts. In addition to the numbers they regularly include “vision” statements that can be mirrored in your submission
   

4. For Local Authorities, delve into their published committee papers which will be found somewhere on their website. These can be a real treasure trove of useful information
   

5. Look at the tender questions “in the round.” It’s vital to answer the question you are being asked, but If you appear to be being asked the same question several times, it’s reasonable to assume it’s a significant issue for the client
   

6. Extrapolate from the trade press and your knowledge of other clients If for example deliverability and resourcing is an issue with your current similar clients, its likely to be one for your potential client also
   

7. Work the knowledge gained into the answers. To get top scores you need to demonstrate how you will help the client achieve its goals. Almost every public sector quality submission will be word or page limited, so good editing skills are vital.