1. Webinar: Proposal writing strategies
Duration: 1h30
Phone number: 1-866-392-3244 (Montral area: 514-392-3300)
Conferencecode: 9412222

2. Presenter: NORMAND CT
ABSTRACT:
This webinar was designed for companies with experience with proposal writing and will cover the following subjects:
Asking good questions to buyers
The different selection methods
The different evaluation methods
3. Asking good questions to buyers
4. Objective
5. The procedure
The procedure to follow when asking a question can be found in the instruction section of the tender
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The buyer will publish your question and the answer to your question so all the companies that ordered a tender document can benefit as well
After the deadline you will no longer be able to receive answers to your questions
You must submit all questions in writing to the person indicated in the instructions
6. To who do I submitmy questions
All questions must be sent to the buyer. Not doing this can lead to penalties and even disqualification.
7. When to ask questions
8. The earlier the better and certainly before the deadline indicated in the tender document.
When to submit questions
9. Askprecisequetsions
It is important to understand all elements of the tender:
Any misunderstanding or misinterpretation can cost you the contract!
The evaluation criteria
The need
Etc.
La base de prix
The selection method
10. How to formulateyour questions
11. EXAMPLE OF QUESTIONS
Is therecurrently or has there been in the last six monthscontractorsthat have completedthiswork or anyrelatedwork. If so, whois the contractor and whatis the value of the contract?
In the financial portion of the proposal, do you require a detailed breakdown of the costs to justify the final price? Or would you simply like the price with no added information?
12. EXAMPLE OF QUESTIONS
Can youpleasespecifywhatyoumean by offers the greatest value . Shouldweinferthat the costwillbedivided by the number of points obtained for the evaluatedcriteria?
Yourcompany must beregistered in order to supply the services stated on thisrequest. Pleasejoin proof of this to yourrequest. Would our certificat of constitution as a juristic person be acceptable proof? Regarding the type of companywe are, whatkind of proof would the Ministrylike to receive? A sample portion of the user's guide designed for managers? Ou notre expos de formation?Or willourreferencesrelated to the projectbe acceptable?
13. How to formulateyour questions
EXAMPLE
14. And yourcompetitors?
Keep in mind that not asking questions because you don`t want to give the information to your competitors is extremely risky.
Remember, however, not to reveal your strategy by accident.
15. Evaluationmethods
Critresdvaluations
Webinar:
Critresdvaluations
16. Objective
17. The procedure
Technicalevaluation of proposals in order to qualifysupliers
Selection of the sinningproposal
Opening and validation of proposals
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18. Whodoes the evaluating?
A team willevaluateproposalsbased on the criteriadescribed in the tender and only information provided in the proposal.
19. Evaluationprocedure
Step 3: Selection of the winningproposal
Step 2: Technicalevaluation
Step 1: Opening
Atthis stage the buyerwillensurethat all aspects of the tender wererespected. If certain conditions were not respectedyourproposalwillbedisqualified.
The buyerwill hand over the technical portion of the proposal to the evaluation team. Next, the team willevaluate the content of the proposal contingent on the compulsory and evaluatedcriteria. Only information in yourproposalswillbeconsidered for the evaluation.
The last stepinvolvesconsidering the price in order to determinewhichproposal best corresponds to the selectionmethodidentified in the tender.
20. Opening of proposals Evaluatingcompliance
Respected
timeframe
Certifications
Dpts de soumission, performance, etc.
Sealedfinancialproposal
Signatures
Etc.
21. Preparingyourproposal Technicalevaluation:Compulsorycriteria
The importance of demonstratingyourcompliance:
Failing to demonstrateyourcompliancewilllead to disqualification of yourproposal.
Demonstratingthatyourproposaliscompliantinvolves more thanjuststatingthatyou are compliant.
Avoidusing vague and questionnable terms.
Giveexamples and facts to support yourstatements.
22. Preparingyourproposal- Technicalevaluation:Evaluatedcriteria
Qualification of resources
CV
Pastprojects
Information to besubmitted
Methodology
How willyousatisfy the client`s needs?
Deliverables
How willyousatisfy the client`s demands?
Project management
How willyou respect the deadlines and budget?
Technical score
23. Selection method
24. Objective
25. The procedure
26. Financial evaluation
27. Things to considerwhenpreparingyourproposal
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Make sure youunderstand the calculationmethod.
If the methodchosenconsidersboth the technical score and the price, you must ensurethatyoureceive the highesttechnical score. This combinationisextremely important.
If the methodchosenconsidersonly the price, all youneedis the passing score and yourpricebecomes the most important element of yourproposal.
28. Financial evaluation: The highest score
29. Financial evaluation: The lowestcost per point
A = 75%
30. Financial evaluation:The lowestcost per point
A = 76%
31. Financial evaluation: The lowestcompliantproposal
32. Financial evaluation: Using the K factor
33. QUESTIONS
TECHNICAL EVALUATION
PRICE
A CHAIN IS ONLY AS STRONG AS ITS WEAKEST LINK
34. Historical comparison of a tender
EXAMPLE: BLUE PANTS, SPECIAL SERVICES (2009 vs. 2008)
2009
2008
VS.
35. List of potential bidders
Tender B (2008)
Tender A (2009)
...17 potential bidders
...18 potential bidders
36. Prix
Tender A (2009)
Tender B (2008)
37. Evaluation criteria
Tender A (2009)
Tender B (2008)
$84 588/2 000 = $42
$62 848/1 450 = $43
38. Thank you, do you have any questions?