The Winning Bid, 2nd Edition

03

Pre-qualifying for tenders

The first hurdle

THIS CHAPTER COVERS:

•  Public sector pre-qualification

•  Private sector shortlisting

In competitive markets, buyers are faced with the very real prospect of being overwhelmed with interested bidders should they simply publicize an opportunity to all-comers.This is equally true of buyers in both the private and the public sector. How do they identify the best offer amongst so many suppliers?

This, of course, is the fundamental role of the procurement professional, but that doesn’t mean it’s easy. More often than not, they are faced with a huge potential pool of suppliers, unless they are purchasing specialist goods or a truly niche product or service.

In both sectors, buyers would ideally ...