paula turner: bid writer [email protected]
TRANSCRIPT
This practical session covers A suggested model for handling
research funding ideas and commercial tender returns
Skills and aptitudes to speak to your audience
Common pitfalls and handy hints
Your emotional state Flattered: someone has asked me to tender !Pressured: The Dean /Pro VC has sent me
this...Surprised: Quick! ESRC has a call out for ......Desperate: everyone else has done one..Smug : I have a cracking research proposal and
I know where to take it
Types of Bids Competitive (OCT) v open call Limited or restricted bidding Competitive dialogue Research funding proposalCommercialEuropean funded (ESF/ERDF)Others?
Stages used within a tendering process Expression of InterestPQQITTDemonstration ITNContract Award
Model for handling proposal ideas and tender returns
TRIAGE 1: The 5 Question Test
Q1. Which core activity does it feed? Q2. Will it employ any of our innovative approaches or
methodologies? Q3. Does it match an agreed area of strategic focus?
Q4. Which area of our core expertise does it fit under and do we have current capacity to deliver in the timescales specified?
Q5. Is it financially viable to deliver and/or will be lead to scale? Your Conclusion:
In – depth TRIAGE
Who/what/where & when?Fit with your Faculty area Opportunities & Risks involvedFinal decision?Contract award & review – 6 months later
Mobilising a Response Academic Lead & a “Bid Champion” project manager? Develop a response plan based upon criteria givenBriefing note for partners/contributors/peer reviewerForm a relationship with the vendorKeep a rolling issues logAgree a house style Get legals and financials dealt with early on in the
processBook administrative support /peer reviewer & proof
reading at least 4 days in advance of deadline
What’s wrong with these?We have conducted similar studies and achieved
high levels of employer engagement.This research has relevance to .......There is a long history of research on ....The PI is interested to compare findings related
to ......Research capacity will be enhancedCase study teaching material will be generated from
the research.
Common pitfalls Diving inNon –complianceAssertion not factA “cut and paste” response Costing it badlyAn imbalance of your response across all areas of
the bid and ( if applicable) use the scoring matrix
Post submission evaluation Ask for feedback – whether you won or
lost!
Skills & Aptitudes
Be positive Be persuasiveCross the language barrier – use theirs not yours!Perceptual positioning Have an eye for detailDemonstrate flexibility Show resilienceAppear Knowledgeable AND customer relationship
oriented AND a safe pair of hands!
Handy Hints Agree your critical path for turning this roundIf lead partner develop clear partner briefings Use version control & track changer Clarify grey areas in advance of submission“Points mean prizes” – be guided by their criteria not
yours!
Sample Q: Beneficiaries ( 4000 c.)Yes - other academics/research community , but
also:International, National, Regional and Local
PolicymakersBusiness Support and Membership OrganisationsProfessional and Employer Representative BodiesESRC itself e.g. the study satisfies the priority of
more fully exploiting national longitudinal datasets )Study participants
Golden RulesPresent the bid in a professional manner that
properly identifies and substantiates your capability and capacity to add value
Is concise, relevant and demonstrates your capacity to deliver outcomes
Contains key personnel profiles that highlight their qualifications and capabilities to be able to fulfil the tender contract
Substantiates your claims against the selection criteria, proving you can carry out the contract
Golden Rules Continued:
Use visual impact to impress the panel. If it is easy to read it is easier to evaluate
Identifies and substantiates “value added” services which makes your services highly competitive
Conforms to tender application requirements and aims to exceed all procurement requirements.
And finally remember.....“If you think you can or think you can’t you’re
probably right.....”
Thanks for listening & good luck !
Paula Turner