PQQ Pre-Qualification Questionnaire

Helping To Grow Your Business In a Sustainable Way

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Version M – for SlideShare

Agenda

1. What is a Pre-Qualification Stage?

2. Common mistakes during the PQS

2

3. Matters to consider 4. Requirements

Tender Objectives

Process Transparency

Fairness

Discrimination

Objective Assessment

Outcome Best Value for Money

Quality

Economic Advantage

New Ideas / Value

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Agenda

1. What is a Pre-Qualification Stage?

2. Common mistakes during the PQS

4

3. Matters to consider 4. Requirements

Official Journal of the European Community

Contracts above the Threshold

http://ted.europa.eu/TED/main/HomePage.do

Two Parties Involved, Two Processes

Buyers Applicant

Goal ? MEAT Win the contract

Pro

cess

K

no

wle

dge

Im

po

rtan

ce *Understand their goal

*Understand the outcome *Prepare better tailored proposal

*time, money, resources *Be more efficient *Improve your proposals every time

Outcome Define your tender strategy

Improve your conversion rate

6

Contracting authority

Economic Supplier

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Government vs Private Sector

Government Process

• Public Money

• Regulated Market

• Publication differ

Private Sector Process

• Own Funds

• No Regulated Market

• Customised sourcing Process

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The Tender Processes

Prepare Notify Receive Evaluate Award

8

Register Interest

Analyse specificati

ons

Create Proposal

Submit the

Proposal

Start the Contract

Contracting authority

Economic Supplier

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Procurement Tender Process

9

Notification

Pre-Qualification

Invitation to Tender

Interview

Ensure secure open and fair competition, transparency, equal access

Qualify a limited number of tenderers according to required company structure

Clarify proposal

Ob

ject

ive

Co

nte

nt

Qualify a limited number of tenderers according to required company structure

Contract Notice • Corporate Data • Experience • Skills • Performance • Resources • Financial Status

• Notification • Service or

Product Specifications

• Notification • Questions

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Agenda

1. What is a Pre-Qualification Stage?

2. Common mistakes during the PQS

10

3. Matters to consider 4. Requirements

Mistake # 1: Tender Specifications not read

• Describe company, team, the products.

• Enclosed policies, diverse documents

• State the price structure

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Mistake # 2: Evaluation criteria not examined

• Notice low / high scored questions.

• Pricing >> Simulations

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Mistake # 3: Questions not answered meticulously

• Pass / Fail questions

• Mandatory Documents to attach.

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Agenda

1. What is a Pre-Qualification Stage?

2. Common mistakes during the PQS

14

3. Matters to consider 4. Requirements

Importance to set a ‘Bid/No Bid’ Framework

15

Matters to consider before deciding

16

Internal Strategy Prospect Requirements

Competitive Position Operational Suitability

Financial Position

Bid Preparation Costs

Project Costs and Revenue

Workload, management and personnel Implications

Characteristic of the client Skills and experience

Relationship of the contract to your business strategy

Cultural Fit

Professional Value of the Contract

Evaluation Tree

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Selection Criteria

Commercial Evaluation

Price Financial

Profile

Technical Evaluation

Quality & Functionality

Project Delivery

Experience & Capability

Governance

Agenda

1. What is a Pre-Qualification Stage?

2. Common mistakes during the PQS

18

3. Matters to consider 4. Requirements

Requirements

Corporate Data

Organisation Capability

Policies QMS

Case Studies

Resources

Financial Status

Corporate Data

Name

Business Activity

Office Location(s)

Company Registration / VAT number

Years established

Identity of Parent Companies

Directors / Partners

Insurance Policies

Skills

Current Contracts

Technology

Processes , Procedures

Organisation Chart

Key Personnel CV & Accreditations

Similar Project Similar Value

Experience & Performance

Current / Past Clients

Contract Size

Case Studies

Success Stories

Contract Performance Records

Policies, Procedures & Records

QMS : ie: ISO 9001

Health & Safety Policy

Sustainable & Environmental Policies

Employment Policies

Diverse Policies: Risk Mgt, etc…

Specific Sector Accreditation

Company manuals

Resources

Management & Key Personnel

Facilities, tools, machinery…

Processes & Procedures

Financial Status

Certified Accounts

P&L

Balance Sheet

Banker’s Reference

Turnover

Healthy Check

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𝟑

Value Contract > X

Summary

26

Notification

Pre-Qualificatio

n

Invitation to Tender

Interview

A series of workshops

Pricing To Win

Win Public Contract Below £100,00

Bid Life Cycle

Finding Opportunities

Bid or not to Bid

Pre-Qualification

Time- Scaling the Bid

Frameworks: Bid in Partnership

Positioning to Win

Write a Winning Proposal

How buyers evaluate tenders

The different types of buyers

Delivering the contract- Selling More

Delivering the contract – Profit Maximisation

Be a contractor for ever

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Our Services

Training Webinars – FREE Local Workshops – Evening Presentations In House

Project Manage Tenders on your behalf. PQQs / Accreditation Services ITT Provide guidance on your tender

Tender Management Packages ( from one off to monthly programs).

Consultancy Services

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