What are the most common mistakes of SMEs when tender?

SMEs, come on, the poor SMEs, always getting into trouble with public tenders. It sounds like golden opportunity, but at the moment of truth ... often labyrinth. Now, if I had to make a list of the most typical trips, here is my sincerely brutal version.

First, the preparation. What preparation? Sometimes it seems that people think that with gathering papers and putting a pretty cover already. Neither joke. You have to read everything - yes, everything, although it hurts - and understand what the hell they are asking. And be careful, a simple mistake with legislation (Hello, public sector contract law) can leave you out before you start.

Then there is the classic not catching the scope of the tender. That is, you throw yourself to prepare the proposal and you are not even clear if you can comply with what they ask. Oh really? You have to read to the small print, and not only to fall asleep in the subway.

Lack of experience? UF, this is the Achilles heel of many SMEs. They believe they can improvise because "it can't be so complicated," but of course, those horrible are lost in paperwork and platforms. You have to ask someone to know, look for training, whatever, but not go blind.

Another very top failure: underestimate the time and resources that this demands. Preparing a bidding proposal is not a Sunday afternoon. It is necessary to curb it, invest hours, even pasta. If you leave it for the last minute, what happens: proposals made halfway, last minute cuts and, surprise, goodbye to the opportunity.

And already, the gold brooch: they present the proposal and forget about the matter. No, friend. You have to follow up, ask, be on top. If not, how do you expect to find out if something is missing or if there is a doubt that you can clarify?

In short, if an SME wants to have any option in this circus of tenders, it is time to curb: Really prepare, understand what they ask, seek help, calculate the resources well, and not fall asleep after delivering the proposal. Does it sound exhausting? Yes. Is it worth it if you win? Well, you will say.