Does Karen Cariss understand the tender process relating to government departments?
Relationships are critical in the understanding of the potential client’s needs and these must be built up over time long before a tender is advertised and responded to.
Karen should make sure she has a tender debriefing to understand how she can improve her response next time. Cost is rarely the most important factor in the tender assessment. It is essential to attend pre-tender briefings to understand what the client is expecting in your tender response.
ABOUT THE AUTHOR
James was the editor and publisher of SmartCompany and LeadingCompany for five years. He is now the Australian Financial Review's companies & markets editor, and a former BRW editor.
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