How to build a competitive value proposal?

Build a winning value proposal for a public tender ... it sounds tongue twenty, but in reality it is more like an art than a procedure. Basically, what you need is to make it very clear why your company is what starts cheese, far beyond the typical "we are the cheapest." That no longer convinces anyone.

First, put the batteries and study well what the hell the public entity wants. Not only the technical roll, eye, also its strategic goals and rolls, because here it is not just a matter of price. Institutions look for something else: quality, innovation, sustainability, whatever you can think of. If your proposal does not hit there, or waste time.

Second, forget about going unnoticed. You have to differentiate yourself, yes or yes. What do you have to do not? Technology that no one else handles? Years of experience? Are you the Messi of the sector? Dilo, but with data, no smoke. Put examples, real cases, references. That "I swear by Snoopy" does not apply.

Third, your proposal has to sound credible, not the promise of politician in the campaign. It shows that you meet: deliveries in time, without going out of the budget, and with the quality you promise. Take out the certificates, the testimonies of happy customers, the success cases. All sum.

And be careful, not everything is a party here. There are laws, and the public sector contract law is not a joke. Your proposal must be objective, verifiable and without rare rolls of discriminating against anyone. Nothing to sell smoke to the jury, because they caught you and stay out.

Finally, do not go through the branches with technicalities that no one understands. People who read this many times are not technical, so speak clearly, bluntly or unnecessary jargon. Go to the grain and do not dizzy.

In summary: understand the order well, highlight what makes you unique, proof that you can comply, respect the rules and communicate everything in a simple and direct way. That is the recipe to win public tenders and take you seriously in the long term. If you don't do so, then ... luck for the next one.