1, how to respond?
Each customer's tender is different, and each customer's bid is different.
Just like an exam, the answer sheet of each course is different. Some clients' tenders will specify what to write first, what to write second, what to write third and so on. Some customers' bidding documents will not require the corresponding bidding materials.
For example, in this tender, what parts of the tender documents should be written.
Related to the technical part are 4 and 5. The technical part needs to include project solution, overall framework, technical realization scheme, project implementation scheme, system installation, debugging, technical support, after-sales service, technical training, technical personnel qualification certificate and so on.
If there is no specified format requirement, it can be written in the original format.
2. Customer demand
This is a tender, and here is their purchase notice:
Understanding the needs of customers is the most basic. You just need to know what he wants and give him what he wants when bidding. Users will have a feeling of "this is what I want" when they look at your bid.
Generally, the ways to understand customer needs are: pre-sales communication and indirect understanding through sales.
Through pre-sales communication, we can get a general understanding of customers' needs, such as the reasons for purchasing the system, what external systems are, what are the key concerns and what are the future plans.
If you happen to participate in the pre-sales communication, you can respond to the requirements of the bidding documents one by one according to the information of the pre-sales communication.
Not every requirement engineer who writes a tender will participate in pre-sales communication. For example, when I wrote this tender, I didn't participate in the pre-sale. I called sales and other colleagues who participated in the pre-sale and asked about their needs, such as what business they have? What system is the information connected to? What is the rating process? Wait a minute.
After getting the tender, the lower-level requirements engineer thinks that all the requirements can be written in the tender, and the customer needs a subject data management, so he will write out the existing subject data management of the system when bidding.
That's fine, but what you write can't open the hearts of customers. If competitors bid in the same way, you may still have hope, but if competitors bid according to the actual needs of customers, then you have no hope at all.
Therefore, if you want to write, you must write carefully.
Check whether your tender is carefully prepared according to the following points:
1. Show the demand and highlight the advantages.
2. Can the function be realized?
3. Can the implementation cycle be met?
4, the main points of customer concern
5. Is the answer complete?
6. Is the project plan clear?
7. Whether the employee's work experience is competent.
3. Scoring criteria
After the tender is submitted, the judges will also grade the bidding materials submitted by various suppliers.
Therefore, it is very important to understand the evaluation criteria.
Some tender documents will write which part will get a few points and which part will get a few points, such as the tender documents of Jiangsu Zijin Rural Commercial Bank:
After reading the grading standard above, do you know how to write it?
I have told you the title and grading requirements of the test paper, so you can write as required and try to get high marks.
For example, if the company's scale and strength are up to 5 points, the tender must have a chapter on the company's scale and strength, and the registered capital should be written in the content according to the actual situation (no falsification is allowed because the branch of the Ministry of Commerce has supporting documents).
For example, the highest score of a successful case is 10, so it is necessary to write this chapter in the tender. Because the highest score is 10, each successful case has 2 points, so try to write it according to the actual situation (fraud is not allowed, and the branches of the Ministry of Commerce need to provide contract documents).
For example, if the implementation scheme is reasonable, score 5 points. What is reasonable? Of course, the time and implementation plan are reasonable.
......
According to the grading standards, we will give watermelons if people want them, and we will give sesame seeds if people want them.
4. competitors.
Writing a tender is not a "behind closed doors" job. Only by knowing ourselves and ourselves can we win every battle.
Competitors have advantages and disadvantages. In response to the tender, we will highlight the disadvantages of our competitors, and we will also highlight our own advantages for the advantages of our competitors.
Therefore, writing a tender is also a concubine in the palace, and everyone needs to "try their best."
Before bidding, a competitor began to make a rating system, and even a set of formed systems were not completely completed.
Bids are all "on paper", and some judges who don't know the actual situation of suppliers simply score according to the contents of the bids.
If competitors write their bids according to the routine I mentioned above, then we are no different from them.
Knowing that competitors don't have a formed system, I will attach a screenshot of the corresponding system at the request of each tender.
This is what our competitors don't have. You see, if we look at the disadvantages of our competitors, our advantages will stand out.
Sometimes, we need standards, and sometimes we can't rely too much on standards.
The following technical tender, for example, for everyone to analyze how to write a tender:
1, bid preparation
After getting the tender, you need to carefully analyze the tender documents and prepare the tender according to the advantages of your products and solutions. When writing a tender, you need to pay attention to that the scheme in the tender must be a tender, which clearly corresponds to the tender requirements. The specific steps are as follows:
1. Prepare bid documents (commercial bid and technical bid) and bid documents according to the bidding contents, and submit the bid documents and bid bond within the specified time;
2. Bid according to the specified time and place;
3. Wait for the result notification. After winning the bid, sign a project contract with the customer and perform the contract after defining the specific details.
2. Participants
1. Presales personnel
2. Sales staff
3. Technical personnel
3. Output data
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The preparation content depends on the specific requirements of the tender.
1. Soft Copyright
2. Enterprise qualification
Step 3 deviate from the table
4. Power of attorney
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The preparation content depends on the specific requirements of the tender, and the routine content is as follows:
1. Description of project definition: naming convention and main terms;
2. Analysis of project background and current situation: current informatization background, general situation of enterprise development and informatization bottleneck;
3. Understanding and analysis of project requirements: description of project requirements, understanding and analysis of project requirements (multiple dimensions);
4. Project objectives and key points: the definition of project objectives, the analysis of project objectives and the preconditions for achieving the objectives;
5. Guiding ideology and principles of the project: the guiding ideology and principles unique to the bidder;
6. Architecture system, planning and methodology: enterprise architecture, IT planning system and IT planning methodology;
7. Overall planning of the project: overall planning, construction ideas and construction stages;
8. Project platform architecture: overall architecture, business architecture, technical architecture, functional architecture, integrated architecture, security architecture, product architecture, deployment architecture, etc.
9. Product introduction of the project: product introduction used in the project (product overview, functional features, product screenshots).
10. Project deployment scheme: hardware and software configuration;
1 1. Project implementation plan: implement the overall method, analyze the key elements of successful implementation, and implement the progress plan;
12. Project implementation team: team building principles, project implementation organizational structure, project implementation team, implementation process and safety management;
13. Project acceptance plan: initial inspection and final inspection of the project;
14. Project training plan: training purpose, training strategy, training research, training methods, training courses and contents, training organization and requirements, training objectives;
15. Project quality and risk management: project life cycle management, project common risk analysis, project preliminary risk analysis and strategy;
16. Project service plan: service principle, service commitment, service system and process, common service methods and contents, service response time and service supervision mechanism;
17. Introduction of relevant cases;
Introduction of the bidding company.
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PPT demonstration and environment demonstration.
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Write according to the scoring comparison table indicating the number of pages of each response in the bidding documents, and self-score, so as to clarify the reasons for getting the score.
Matters needing attention
1, thoroughly check the tender.
Bidding documents are different from solutions. When writing a tender, never start writing without fully grasping the contents of the tender. No matter how much time you have, you should read the tender documents carefully. To understand the tender is to understand every clause in the tender and read the tender carefully, not mechanically. Specifically, we should do the following:
1. Make clear the mandatory requirements in the tender and mark them in detail, which must be covered in the process of writing the tender and written in an eye-catching position. If necessary, you can separate a chapter or section.
2. The technical standard of the business standard should be clear, and both parties should be related or contain necessary clauses. If one party is not clear, it is likely that the bidding will not be in place.
3. Pay attention to every invalid clause in the tender documents. Once this clause is missing or fails to meet the response, the best bid document will be rejected by one vote.
2. Standard inspection
After the bidding documents are written, they are in one-to-one correspondence with the contents of the bidding documents, such as the clauses of invalid bids, asterisks and scoring rules. The following is an analysis based on several clauses:
1. As the name implies, the clauses of bid cancellation can't meet the requirements of bid cancellation at all. The clauses of bid cancellation should be clearly answered and reflected in the tender. Usually, there are many such clauses in commercial bids.
2. There are many asterisks in the technical bid, most of which are important technical indicators that need to be met or answered by the bidder. Such clauses will be answered in the form of technical deviation table;
3. The scoring rules table is the comparison table of judges' scoring. The judges will grade in strict accordance with the above contents, and the scores in the form must not be lost. The content in the scoring table should be clearly reflected in the title, which on the one hand shows that we have applied for the bid, and on the other hand provides convenience for the judges to compare.
3. Final inspection
There are two items. First, according to the requirements of the tender documents, check whether there are any omissions in the tender documents from the beginning and whether all key requirements are covered and met. Second, check the format of the written tender documents, including the following aspects:
1. Whether there is any omission and whether the content is written in place;
2. Whether the directory is adjusted, whether there is confusion in format and whether there are blank pages;
3. The cross-examination of business standards and technical standards confuses the authorities, and problems can be found from another angle.
In short, keep up with the pace of policy reform, carefully write tenders, take every tender seriously, and don't lose heart even if it is rejected. Summarize and analyze the reasons for each rejection, and every bid will gain something!
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