How to win IT tenders
The procurement of IT services is varied in requirements, and as such there are numerous elements of what win contracts in this sector.
For Network Connectivity, for example, buyers look for expertise and be that either public or enterprise level. For public sector especially, having a solid customer base to demonstrate capabilities is key.
Buyers who require services such as Cloud, SaaS, PaaS are also reliant on ensuring capabilities and experience, however for these services, price is also a factor.
A common barrier is ensuring the technical ability and expertise is portrayed within the response and that all technical elements are answered in a succinct manner to the requirement. It's important to consider the audience, and their level of technical language. From our experience in winning tenders within the IT sector, quality, along with demonstration of technical expertise and the ability to provide a technical overview in an easy to read manner are key themes for success.
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