Issue Date: 
Thursday, October 31, 2019

What is my chance of winning a tender?

By Werner van Rooyen, Director of HowToTender (Pty) Ltd which specializes in tender consulting and tender training.

What is my chance of winning a tender?  This question gets ask many times – should it be by people attending our How-to-Tender workshops or business owners making use of our tender consulting services.  The problem with the question is that there is no straightforward answer.  People expect us to say your chances are 50% or 60% or whatever the case might be.

The answer is much more complex than a simple percentage.

Let us start by looking at briefing session and/or site meeting attendance.  We have been to many briefing sessions/site meetings where the average attendance by businesses was more than 300 businesses at a time.  We have also been to briefing sessions/site meetings where there were as little as 3 to 5 businesses attending.  Then there are briefing sessions/site meetings that have anything from 2000 to 8000 attendees!  The more the businesses are that attend briefing sessions/site meetings the less your chance will be of winning that tender.  In our experience only 50% of businesses that attended the briefing sessions/site meetings will eventually respond to that tender.

Another factor that will either count in your favour or against you is the type of goods or services that you supply.  If you are in the cleaning industry your chances of winning a cleaning tender is going to be much less than a business which is the only supplier of pharmaceutical products in the pharmaceutical industry.  The fact is – the more scarce your product is, the better your chances are in winning a tender.

Many business owners think that because their business has a Level one B-BBEE Score that they will have the best chance in winning a tender.  A Level one B-BBEE Score is exceptionally good but there are many businesses out there with the same B-BBEE Score.  In the end the price of the goods or services are going to determine which business will win the tender.

To ensure that your tender response has the best chance of winning you must ensure that it is first 100% compliant.  Furthermore, make sure that you past the functionality test.  If your tender response makes it through to the final phase of evaluating, then your B-BBEE Score and Price will determine if you are going to win or not.  Ensure that your price is right – that way your chance of winning a tender will increase.

To learn more about this and many other tender conditions attend our “Become a Tender Expert” 2-Day workshops presented in Johannesburg, Pretoria, Durban, Port Elizabeth, and Cape Town.  Book and pay online at https://howtotender.co.za/tender-expert-form/

Contact us at wernervr@howtotender.co.za should you require more information.

You can also purchase a Tender Manual (Handbook) on our website https://howtotender.co.za/ which is a step by step guide how to respond to a South African Tender.  It includes examples of completed SBD forms.

Title Closing Date Tender No.
Repair and Maintenance of UPS 2020-02-21 11:00 None
Supply and Delivery of Contactor Sl 80a 3 Phase Ac3 2020-02-24 11:00 11367702
Provision of Internal Audit Services for a three (3) year period, renewable up to five (5) years based on performance - (Re-advertisement) 2020-02-28 14:00 BID-PAC/IA/2020
Supply & Delivery of Line Taps 2020-02-24 11:00 11353412/11278642
Maintenance of Dry Keep Units 2020-02-24 11:00 11365696
Quotation for the Renewal of Enterprise Risk Management Software License 2020-02-26 11:00 KCDM/Quote/06/2020
Supply and Delivery of Pecu Nema Type 1800va Fail On (6279) 2020-02-24 11:00 11416769
Tenders are invited for the Printing Of Driver's Licence Application Forms. 2020-02-22 11:00 GQ02202433
Provision of Cleaning and Gardening Services at Leeuhof, Vereeniging, Bijlkor and Meyerton for the period of twenty four (24) months Place where Goods, Works or Services are required: Leeuhof, Vereeniging, Bijlkor and Meyerton. 2020-03-10 10:00 RFP HOAC-HO-31331
Supply & Delivery Of 315mm Dia Class 12 Socketed Upvc Pipe In 6m Lengths 2020-02-27 11:00 GQ02202434
Supply & Delivery Of 250mm Dia Class 9 Socketed Upvc Pipe In 6m Lengths. 2020-02-27 11:00 GQ02202434
RFQ for the supply and delivery of office furniture at various Transnet Freight Rail offices 2020-03-05 10:00 CRAC-JHB-32375
Supply & Delivery Of 315mm Upvc Class 16 Repair Coupling. (Double Or Kimberley Socket. 2020-02-27 11:00 GQ02202435
Supply & Delivery Of 315mm Class 16 Avk Or Similar Socketed Rsv Gate Valve, Fbe Coated, Cap/Top Left Hand Closing. 2020-02-27 11:00 GQ02202435
Supply & Delivery of Floor Polishers 2020-02-25 11:00 0490551 / 1726853 / 1726852
Tenders are invited for the Clearing of Bush Areas as per Specifications and Map available from SCM Offices, Harrower Rd , North End , PE. 2020-02-26 11:00 CSQ02201913
Tenders are invited for the Clearing of Bush Areas as per Specifications and Map available from SCM Offices, Harrower Rd , North End , PE 2020-02-26 11:00 CSQ02201913
Tenders are invited for the Clearing of Bush Areas as per Specifications and Map available from SCM Offices, Harrower Rd , North End , PE. 2020-02-26 11:00 CSQ02201913
Tenders are invited for Roadside Weed Spraying per Square Meter per Zone with Appropriate Herbicide as per Specifications available from our SCM Offices , Harrower Rd , North End , PE. 2020-02-26 11:00 CSQ02201914
Appointment of a service provider to conduct a skills needs analysis for the Oceans Economy in the Northern Cape 2020-03-13 12:00 RFQ3290/13/02/2020YK

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