Strategy #6 for SMEs to win public tenders abroad

In the framework of the Tenderio project coordinated by PEDAL Consulting, we prepared 9 strategies on how SMEs can participate and eventually win public tenders abroad. These strategies were formulated together with the IPPONPPACT and SESAM projects.

Strategy #6

PPACT Bidding Teams following a Consortium based approach

Brief explanation of the tactic

PPACT launched a strategy to foster Bidding-Teams (BT) in 5 Smart city segments (Transportation, Energy, Water, Waster and Housing) and throughout its European-wide network (5 regions directly involved, UK, Ireland, Italia, Ile de France and Catalonia, and some other collaborating, such as Hungary and Belgium). Up to 37 companies provided the 3 project references required (of either national or international projects). The References’s template used the standard EU format, with Profile of Bidder, Tenderer, Details of Tender and Services provided. For a successful when tendering it is key (and not a minor challenge) to have a Leading Partner/Prime as a  tractor: this is either a company with international experience or one with, at least, a leading role in national public sector projects, with an orientating turnover of €10m. Each Bidding Sector Team should appoint a sector coordinator(s), ideally, a staff of one (or more) of the companies within the Bidding Sector Team, to ensure that someone with knowledge of the sector helps the PPACT in coordinating the group from a technical perspective. To ensure that BT goes further and gives shape to real consortia able to bid, we offered Mentoring services, to address specific skillset needed by firms, such as preparation of references, how to do pre-bid agreements, and also on submitting Expressions of Interest and Technical proposals.

Real life example

During the lifetime of the PPACT, three Pre-bid cross-border agreements have been signed by subsequent Consortia, in order to address existing tenders. To date, one of those bids was not won, whereas the other two still remain to be awarded. We expect more pre-bid agreements to be fostered after the end of the Project, and eventually, some of them resulting in new contracts. We will follow up on all of them, providing them with further assistance, including additional services, such as the newly acquired skills in the Tender Review Service methodology.

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