Issue Date: 
Tuesday, September 20, 2016

10 Principles When Pricing Your Tender

We are often asked how to work out a tender price? But there is no straight answer because every tender is different. The fact is that a tender for the supply of furniture will have a different pricing structure to that of the supply of food for a government function. So to provide individual pricing techniques would be very difficult.

In general, there are ten points that must be considered when calculating price. These are:

  • Price is king – ensure that you price your product or service as low as possible in order to stand a chance of winning a tender.
  • Be precise; when the product supplied is R101-26 then state it in the tender response as R101-26 and not as R101-00 or even R102-00. Small differences like these can result in large amounts that can be lost, depending on the size of the tender.
  • Ensure that all the costs of delivering the product is taken into consideration; double check your pricing – omitting something small can come back and bite you later on.
  • Confirm prices of goods with your suppliers – prices can change very quickly due to increases in fuel prices or exchange rate fluctuations.
  • Always remember to add Value Added Tax (VAT) at 14% to your price especially when it relates to Government tenders. Most tenders state that the price must include VAT.
  • Ensure that all other applicable taxes are included in the tender price.
  • The most important piece of advice on Pricing: never bid too low or too high;
    • Bid Evaluation Committees are well informed and they will know if a bid is too low or too high;
    • Bidding too low or too high might lead to a tender response being disqualified or marked as non-responsive;
  • Pricing can be influenced by law as well – there are several industries in South Africa, such as the cleaning industry, which has minimum wages payable to employees;
  • A suggestion is that if your usual mark-up is 25% then tender perhaps at 18% to 20%. Remember that you are going to save on direct costs as well as on other expenses such as advertising, telephone costs and much more. Use these savings to lower your price.
  • Remember that in Government tenders you are going to be scored on your price and currently price counts for 80 out of 100 points for tenders less than R1 million and 90 out of 100 points for tenders with a value of more than R1 million. The bidder with the lowest price receives the most points.

To learn more about this and many other tender conditions please attend one of our How-to-Tender workshops. Tender Workshop dates are published on our website at www.how2tender.com.

Learn to earn

Title Closing Date Tender No.
Lease Vehicle 2018-08-10 14:00 CBRTA/HO/0041
Support and Maintenance of the C-BRTA Permit Management System 2018-08-16 14:00 CBRTA/HO/0050
Supply and Delivery of Repair Coupling Cl.16 Upvc 2018-07-23 12:00 B 036/2018/19
To Provider Socio-Economic Impact Assessment (SEIA) for the Operator Compliance Accreditation Scheme 2018-08-15 14:00 CBRTA/HO/0048
Supply and Delivery of Cast Iron Short Collars & CI Saddles 2018-07-23 12:00 B037 /2018/19
Supply, Delivery & Installation of Large Volume Water Storage Tanks to CTICC 1. 2018-08-03 12:00 CTICC 002/2019
Presenter for SAICA’s 2019 and 2020 IFRS Update and the Financial Reporting Update for Executives Seminars 2018-07-31 12:00 SAICA072018
Panel Environmental Professionals for a Period of 36 Months. 2018-08-03 12:00 A043-2017/18
Supply and Delivery of Plumbing Material 2018-07-23 12:00 B038 /2018/19
Presenter for SAICA’s Seminar on the New Leases Standard (IFRS 16 – Leases) 2018-07-31 12:00 SAICA062018
Supply, Lay & Delivery of Slurry Surfacing, Bitume and Emulsions, and Treatment of Road Surfacing Cracks. 2018-08-03 12:00 A054-2017/18
Analysis and Streamlining of CTICC Marketing Collateral 2018-07-27 12:00 RFQ 001/2019
10M3 Tipper Truck 2018-08-07 11:00 MBIZ LM 0007 TIP
Supply and Delivery of Wheelbarrow Concrete with Rubber wheels 2018-07-23 12:00 B041 /2018/19
Management of municipal construction plan. 2018-08-07 11:00 MBIZ LM 003 MMCP
Fuel Tanker Truck. 2018-08-07 12:00 MBIZ LM 0006 FUE
Refurbishment of Relay Room Roofs at Roode, Welgedag, Boekie, Avondsrus, Zesfontein, Slimesdam, Withok and Fuelgridge. 2018-08-07 10:00 RFQ: SIM 18021 CIDB
Provision of Group B hire cars for Outage 223 for Koeberg Operating Unit. 2018-08-07 10:00 KBG1860 & RFP1861
Provision of Driver’s License Learnership Code 10 (C1) 2018-07-24 12:00 12/2018/19
Construction of Lencane to Newtown Access Road. 2018-08-10 11:00 MBH/MIG/0002/2018-19

Pages

Tender adjudication process

The SBD/WCBD6.1 document must form part of all bids invited.  It contains general information and serves as a claim form for preference points for Broad -Based Black Economic Empowerment (B -BBEE) Status Level of Contribution, and explains how tenders or bids are decided.

The document says:

  • The bidder obtaining the highest number of points will be awarded the contract.
  • Preference points shall be calculated after prices have been brought to a comparative basis.
  • Points scored will be rounded off to two decimal places... Read More
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