The request is the request
3 min read
Have you ever been reviewing a CV, and in the field where the template has requested references, there lies the statement, "references will be provided on request"?
The section requesting the references is the request. I must admit it leaves me feeling a tad surprised at the decision not to provide a compliant response. The absolute worst could happen; your Client may choose not to accept your non-compliant submission.
Imagine how your tender evaluator feels when they see “will be provided on request” or “will be provided on successful project award” as a response to their tender returnables. The Request For Proposal (RFP) is the request.
Stating “available on request” may be the simplest solution for you, but it prolongs the tender award process. Suppose the Client chooses to accept your non-compliant tender. You are creating more work in the Q&A process to respond to a secondary request for already requested information. Not providing it in the first instance means you either cannot comply or for some reason, chose not to. In either case, it's not a good look.
My initial advice is that if the Client has asked for it and you have it, give it to them!
However, what if they have asked you to provide something you don't have? Don't attempt to buy extra time by stating you will produce it on request or submit it if you are the successful applicant.
To demonstrate that you are committed to achieving compliance and aligning with the Client's requirements, even if you are unable to do so at the time of tender submission, try the following instead:
Embrace integrity. If you don't have it, be upfront and say so, but establish your understanding to the Client of why it is valuable. For example, "We have not yet achieved ISO9001 Quality accreditation. However, we recognise its importance to overall quality assurance and this project".
Validate your process. Be proactive in demonstrating what you do instead. "Although we do not have ISO9001 certification, we implement a robust Quality Management Plan (QMP) on all our projects. Our QMP covers xyz".
Provide the strategy. Explain to your Client how you will achieve compliance for project award. "We are committed to attaining ISO9001 certification for the Xyz project. We have implemented an XX Step plan to gain ISO9001 accreditation by XX date. Our plan is as follows…".
A non-compliant response may leave your Client unsure whether you can or are willing to comply with the criteria. Providing an honest answer demonstrating your willingness to work with them to achieve their goals will be reviewed much more positively.
If you enjoyed this insight, future tender insights could be provided on request. 😉
Until next time, toodle pip tenacious tenderers.