Analysis of SME tenders by Ceri Evans, Institute for Competition and Procurement Studies

Posted on July 11, 2014


Editor’s Note: In a special guest post from our European Union Edition, Ceri Evans from The Institute for Competition and Procurement Studies at Bangor University provides a thought provoking article on why SMEs fail in the tendering process.

Procurement Insights EU Edition

SME Tenders SME’s face many challenges in terms of their response to tenders . . .

This is the second part of an article featuring insights from the Institute for Competition and Procurement Studies ( Tender Review Service (TRS), delivered to in excess of 200 SMEs between 2011 and 2013.

Analysis of SME tenders reviewed as part of the TRS identified a number of common weaknesses endemic to many of the submissions; this short article provides a high level overview of some of these shortcomings.

Unsurprisingly many tenderers were guilty of not being prescriptive enough; and not providing the level of depth, detail and evidence required for evaluators to score them highly. Similarly, their lack of attention to contextualising their submissions to the contract specification was a major source of failure, as was their inability to understand things from the procurer perspective and hence respond appropriately to their questions (in…

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