In the framework of the Tenderio project coordinated by PEDAL Consulting, we prepared nine strategies on how SMEs can participate and eventually win public tenders abroad. These strategies were formulated together with the IPPON, PPACT and SESAM projects.
Brief explanation of the tactic
Using a benchmarking service and teaming up with previous winners.
A benchmarking service is offered by the Tenderio. With this service, any company can benchmark their business against companies which have been successfully awarded contracts, in the segment or the sector related to their expertise. This will give them insight into best practices, and how to improve their chances of submitting offers that will ultimately yield success. Furthermore, companies will have the opportunity to use this service to identify opportunity niches in the market. Such valuable information can be used to develop opportunities in often overlooked market segments, where the potential for growth for them through successful bidding is greatest.
Real life example
Here, an SME in Romania being interested in applying for a specific tender used the benchmarking service to know who won a similar tender in the past, where they were from and the offers they received. Once they gathered all the requisite information, they reached out to the former winner from Slovakia offering to partner with them to answer the current call with an offer of some value addition to the process and when they reached an understanding, they answered (and won) the call together.
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