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Bids, Tenders and Proposals, 4th Edition by Harold Lewis

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07

Deciding whether or not to bid

Contractors often talk about their success in terms of ‘hit rates’ – one in four, say, or one in three. The question is which one in four, which one in three? What you ought to be winning are the contracts that will do most to help you achieve your marketing objectives, gain sustained income and add professional value to your services.

Completing a pre-qualification questionnaire and writing a tender can entail a substantial commitment of time, money and other resources that might well be spent more productively in other ways or on other possibilities. The decision to bid needs to be based on a realistic and carefully weighed assessment of the opportunity, its potential benefits and its costs.

The basis of this ...

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