Tendering foundations
What is a tender?
A tender is a supplier's formal offer in response to a buyer's stated requirements and submission process.
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Tendering foundations
How do bid management and bid writing differ?
Bid management coordinates the decision, people, timetable, requirements, approvals and submission.
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What is capture planning?
Capture planning is preparation before the final bid: understanding the opportunity, the buyer's priorities, likely delivery needs, competitors and your own credible advantage.
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How is a proposal different from a quotation?
A quotation typically emphasises a defined scope and price, while a proposal often explains an approach, outcomes and why the supplier is suitable.
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What is an invitation to tender or ITT?
An ITT is the buyer's invitation to submit a tender and the associated instructions.
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What are RFI, RFQ and RFP?
An RFI generally gathers market information, an RFQ requests a quotation and an RFP asks for a proposed solution.
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What is a method statement in a bid?
A method statement explains how the work will be performed.
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What is a compliance matrix?
A compliance matrix maps each requirement to its response location, evidence, owner and status.
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What is an evidence matrix?
An evidence matrix links the claims you intend to make to supporting records, their owners and any usage restrictions.
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What is a bid library?
A bid library is a maintained collection of reusable evidence and content, such as approved service descriptions, policies and case studies.
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What is a win theme?
A win theme is a specific reason the buyer should prefer your offer, linked to an assessed need and supported by evidence.
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What is the difference between a feature, benefit and proof point?
A feature describes what your offer contains; a benefit explains why it matters to this buyer; a proof point supports the claim.
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