Jason Cooney: Logistics Tenders and Bids – A new reality for a centuries old industry

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With even the smallest of logistics contracts now going out to tender, the challenge of writing winning tenders and bids are confronting even the smallest players in the logistics industry. Organisations across the globe are seeing long standing relationships being put to the test under a competitive tender process and the stakes are often high.

Here are three tips on how to win more logistics tenders and bids:

  • Preparation is key. You may be a trucking company completing tenders on a monthly basis, or freight forwarder tendering for work week in, week out. Either way, you need to prepare. That means keeping examples of your experience stored in a central location, CVs on hand, insurance certificates of currency and other documents within easy access and possibly develop a tender library. Logistics tenders and bids are inherently complex, and it’s easy to be distracted by pricing. If you get your preparation in good shape your tender will be also.
  • Remember the procurement panel will evaluate and compare. What you write they will read, along with the responses from four or five other companies. You need to draft a comprehensive response to all criteria. Driver safety for a fleet of five trucks may involve a GPS tracking system for each truck, and although it’s great to describe, taking screenshots and including captions to clearly demonstrating how your software works is a lot more effective. Case Studies are also critical. It’s all well and good to talk about client service and how you will respond to increases in demand for services, however, you need to provide evidence through case studies of when and where you have completed this in the past. Think of real life scenarios, provide details, demonstrate that you can implement and deliver on what you say.
  • Project manage the process. For more complex multinational tenders it is critical to project manage the tender process well. That means have a tender checklist in place, allocate responsible authors and follow up key stakeholders. Logistics tenders are often multinational and there are many pieces to the puzzle. A well-managed tender process, especially at the outset, leads to a better outcome. Document control is critical and its equally important to challenge key stakeholders for more information to ensure a comprehensive response to each individual question.

Jason Cooney

 

Jason Cooney is a bid and tenders specialist and the founder of The Tender Team and Tsaks consulting.

 

 

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About Author

Kizzi Nkwocha is the editor of My Logistics Money Magazine and My Entrepreneur Magazine. Kizzi Nkwocha made his mark in the UK as a publicist, journalist and social media pioneer. As a widely respected and successful media consultant he has represented a diverse range of clients including the King of Uganda, and Amnesty International. Nkwocha has also become a well-known personality on both radio and television. He has been the focus of a Channel 4 documentary on publicity and has hosted his own talk show, London Line, on Sky TV. He has also produced and presented both radio and TV shows in Cyprus and Spain. Nkwocha has published a number of books on running your own business and in 2011 his team won the Specialized Information Publishing Association (SIPA) award for best use of social media. In the UK he runs a successful consultancy called Social Biz Training which trains people on how to use social media for business.

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