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Coping with public tenders: Supporting suppliers

Nield, Thomas A. (2017) Coping with public tenders: Supporting suppliers.

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Abstract:The purpose of this paper is to examine on which factors consultancy support can improve the chances of winning a public tender. Companies looking to do work for the public sector often state that EU tendering directives are difficult to work with and make it challenging to write bids. Seeking expert support outside the firm is a method of coping with this problem. This expert support can be provided on a number of factors. First, a literature study was conducted to find which factors influence bid success, divided into market, firm and bid factors. Afterwards, semi-structured interviews were conducted with consultancy firms specializing in public tender bid management and company tenderdesks, as these also specialize in bid management for public tenders. A literature review yielded a breakdown of the bidding process and factors which should positively influence the bid. Both the bid breakdown and factors were analyzed using the collected data. Statistical analysis could not link the steps of the bid or the factors to bid success. Additionally, respondents were questioned on best practices. Best practices were found with regards to preliminary work, bid process and writing of the bid. However, these are not supported by the data from the interviews, likely due to the small sample (N=52) and measurement level of the factors influencing success. More research is required to find out what support is effective.
Item Type:Essay (Master)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:85 business administration, organizational science
Programme:Business Administration MSc (60644)
Link to this item:http://purl.utwente.nl/essays/74260
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