How to Build Relationships with Buyers Before a Tender is Released

Bidding on a public sector contract is just like any other business transaction, in that you can improve your chance of success by building relationships with the buyer prior to the tender being released. That’s not to say that you will automatically win the contract if you’re in good graces with the buyer, of course – the tendering process is strictly monitored to prevent that kind of behaviour from taking place. However, having a relationship with the buyer gives you a better idea of the expectations they have for their bidders, might give you some advance warning of future opportunities, and may make your name stick out from the crowd of similar bids from other companies.

In this blog, we’re going to look at some pre-engagement activities you can conduct to help build a relationship with public sector buyers prior to a tender being released.

Understand the market

Before you make contact with public sector buyers, it’s a good idea to get a better feeling for the market, especially if you’re a first-time bidder. You can look up tender notices (both current and expired ones) and see the kind of expectations buyers have for the kind of work you’d be interested in. You can also look up Contract Award Notices, which will tell you the companies with the winning bids, so you can see how they compare with your firm. If you’re looking to start a professional relationship with buyers, you’ll need to know that you’re operating at the right level for your bid to be taken seriously in the first place.

Making contact and building relationships

Both the Contract Award Notice and any expired tender contracts should include contact details for the buyer. It’s no good jumping in and asking whether they have any work on the horizon – that’s what the tender process is for. When making first contact, you’re simply introducing your company and getting your name heard by the buyer. Ask them questions about the procurement process, ideally covering specific points that you wish to clarify. Most buyers are happy to discuss the process pre-tender, as it helps them receive a better quality of bid when a contract comes up. Showing an interest in the process and a dedication to meeting the buyer’s standards at bid-writing time is a good way to begin a positive relationship.

Keep an eye on the future

Engaging early with the buyer raises your profile and makes any subsequent bid stand out when it reaches the buyers’ desk. However, don’t just concentrate on the newest bid opportunities. Speak to your contact about future contracts and what project pipelines they have in place. This leaves you better placed to produce an effective bid, even if the tender application hasn’t been released yet. As you are building your relationships with the buyer develops, you may even find yourself being informed of future projects before the tender announcement, or even being invited to bid on invitation-only tenders.

While establishing a relationship with the buyers may be useful, you will still need to write up your bids for public sector work the same as any other company. For a professional bid writing service from trained and experienced tender writers, get in touch with Your Tender Team today. Call us on 0116 218 2700 to see what we can do for you.