Delivered by: Shane Bowering Director Red Tape Busters Pty Ltd
Red Tape Busters 1
Red Tape Busters Pty Ltd
From Little things Bigger things Grow
Created Oppor tunity to leave Public Sector
Star ted Planning Business (TCATS)
Asked to lobby QT
Brisbane Extra
ACA
Sunday Mail
Talk Back Radio/ABC
Rest is Histor y 2
Red Tape Busters Pty Ltd
RTB services Star ted Moved
as Lobbyists and writing Job Applications
into Grant Writing
Then
Tenders
Then
Business/Strategic Plans
Now
Organisational Development
Business
Suppor t Ser vices
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Red Tape Busters Pty Ltd
Successes
Lobbying – rezonings, resumptions, banks, telecommunications, Government, Councils.
Tenders - multi million dollar commercial tenders; multi million dollar Government/Council tenders. Successful tenders across all industr y sectors including construction, manufacturing, retail, landscaping, security, health care; of fice supplies; building ser vices; transpor t; asset management; tourist park management.
Grants – approx $70 million in grant applications for commercial and non profit sectors. 4
Red Tape Busters Pty Ltd
Today’s Approach
Provide an alternate view from a former senior public ser vant
Provoke thought
Not meant to be all encompassing – training to write quality tenders takes days, then months/years of experience
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Red Tape Busters Pty Ltd
How to PREPARE Successful TENDERS
Identify possible tender oppor tunities
Under take research to verify prospects of success
Review tender requirements
Assess potential competitors
Indentify suppor ting documentation/evidence
Craf t Response
Words that Sell? 6
Red Tape Busters Pty Ltd
How To Prepare Successful Tenders
Develop pricing strategy
Develop relationship with Of fering Agency
Review tender content/format
Submit in time
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Red Tape Busters Pty Ltd
Identify possible tender opportunities
Research widely to identify possible oppor tunities
Review Sat and Wednesday’s Newspapers
Network with others in the Industr y/Chambers of Commerce
Access dedicated tender related websites such as Tender Link, Tender Search, Government, Councils, Corporate 8
Red Tape Busters Pty Ltd
Under take research to verify prospects of success
Critically analyse prospects of success
Consider the competition
Does the tender suppor t organisational goals and objectives?
Can you complete the work if successful?
Do you have the time, resources and skill to prepare a winning tender bid or can you hire the exper tise in? 9
Red Tape Busters Pty Ltd
Review tender requirements
Read all tender documents, read, read then re-read
Identify requirements/criteria – format, content, suppor ting documents, lodgement process, lodgement date
Develop a list of issues to be address to complete response PROFESSIONALLY 10
Red Tape Busters Pty Ltd
Assess potential competitors
Critically analyse possible competitors
Identify their strengths and weaknesses
Identify you strengths and weaknesses
Compare – This is VITAL to success
Identify possible pricing strategy/structure of competitors 11
Red Tape Busters Pty Ltd
Indentify suppor ting documentation/evidence ďƒ’
Assess what suppor ting documents or evidence is required to suppor t response
ďƒ’
Develop documents not in place ie policies and procedures, manuals etc
ďƒ’
Ensure all documents/evidence are collated ready for attachment to response
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Red Tape Busters Pty Ltd
Craf t Response
Respond thoroughly and succinctly to all questions/criteria
Write with passion and flair
Don’t expect padding to cover shor tfalls
Sell the benefits/experience/exper tise of your organisation 13
Red Tape Busters Pty Ltd
Craf t Response
Ensure all forms and contact information etc are included and ALL sections are completed
Deconstruct question/criteria
Open response with direct reference to question/criteria
Focus on your strengths and subtly highlight the weaknesses of the opposition 14
Red Tape Busters Pty Ltd
Craft Response
Demonstrate means prove – provide evidence – give an example – not just to make unsubstantiated claims
Really hammer your value adding proposals
Highlight points of dif ference
Refer to Appendices and reference suppor ting documents 15
Red Tape Busters Pty Ltd
Words that Sell?
More a gimmick than reality
Tenders are assessed on quality and completeness of response not on number of buzz words
Innovation, points of dif ference, value adding, value for money, demonstration of experience, past per formance are impor tant foci
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Red Tape Busters Pty Ltd Develop pricing strategy
ďƒ’
Develop comprehensive competitive pricing strategy/schedule/framework
ďƒ’
Ensure pricing demonstrates great value for money
ďƒ’
Ensure pricing does not negatively impact on business in a significant way
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Red Tape Busters Pty Ltd
Develop relationship with Of fering A gency
Where possible discuss your tender with Of fering Agency
Tr y and form a relationship – people give to people
Clarify any issues
Take the oppor tunity to subtly promote your response and your business and highlight your points of dif ference 18
Red Tape Busters Pty Ltd
Review tender content/format
When tender is “complete” review content and format
Validate that ALL sections complete
Have someone not involved in the process read the final draf t and make comment
Ensure final document addresses all tender requirements 19
Red Tape Busters Pty Ltd
Submit in time
Ensure tender is submitted in time
Ensure lodgement process is followed exactly!
Ensure tender is appropriately signed
Questions????????????
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Red Tape Busters Pty Ltd
Contact us Of fice Address: Red Tape Busters Pty Ltd. ABN: 39 094 823 417 PO Box 3126 WARNER, QLD 4500 http://www.redtapebusters.com E-mail: admin@redtapebusters.com.au Telephone: 07 3882 2055 Facsimile: 07 3882 2066
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