Business > Presentation > Preparing Successful Expressions of Interest - How to Get Shortlisted More Often
0
Reviews [ add review ],
Article rating : 0.00, 0 votes. Author : Mel Dunn
The Expression of Interest (EOI) is the beginning of the submission processes for many agencies and potential clients of yours.
The purpose of the EOI is to assist the donor/agency/business to compile a shortlist
that will be invited to submit a tender for an opportunity.
For you, the purpose of the EOI is simple get on the shortlist!
As with all aspects of proposal and tender development, the EOI process is not
without challenge:
Often working with limited information
Understanding EOI timing is important, so you are responding to most up-to-
date information, however this can in some cases be easier said that done
Agency processes vary, so understanding each specific call for EOI is
critical
A shortlist is just that short. So it is unlikely that you will receive 100%
conversion to shortlist. A scattergun approach is not the solution, but ensuring your
pipeline is full remains a success factor.
As with every aspect of positioning for business, waiting for a call for EOI is not
enough to create success other profiling and positioning activities need to
continue.
Some general principles that are worth considering for each of your EOI
submissions:
What you present needs to demonstrate that you understand the requirements
and that you can manage the project
Your response provides the opportunity to present information that
demonstrates success in relevant past activities
If you have the right people for this activity this is a great opportunity to
begin to sell them through your submission
If you anticipate that your implementation model might be in a consortium or
partnership forming it for the EOI is worth considering
If the EOI call remains open longer than anticipated, and new information
comes to light about the project consider submitting updated information.
Ask yourself some questions as part of your EOI preparation:
What do you know?
What dont you know?
Where can you find additional information?
Who might your competition be, and how does this influence your content?
What will your EOI look like:
- Cover page?
- Headings?
- Length?
How might you demonstrate capacity and capability?
What level of detail can you provide?
Are there any points of compliance?
While there are many factors external to the EOI writing activity that are likely to
contribute to a high strike-rate for you, your success is likely to be enhanced where
your EOI:
Demonstrates understanding of project, region, agency, stakeholders etc
Demonstrates project management capacity no risk in hiring you
Highlights indicative and appropriate personnel
Responds to specifics where asked.
While processes vary, and timelines can often creep up on you, consider always
submitting a hard copy of your EOI remember this is an element of your overall
branding and positioning activities.
Purchase your EOI Framework Guide from our website at http://www.globizdev.com/ourproducts.php
This manual is suited to all organisations, small or large. The manual is designed to
help you prepare your EOI template, for customisation when each new EOI is called.
It is also useful as a capability document that could be sent direct to clients, or as
part of a proposal.
In order to be successful in tendering, one must first have the opportunity
to tender!
For many activities, there is often a two-step process commencing with the
submission of an EOI from which a shortlist is invited to tender. It is difficult to be
successful unless you EOI well.
This brief, yet detailed, manual presents suggested headings and a style for a
complete EOI submission, suitable for an individual submission or one you
undertake in alliance with another firm.
Suggestions for content under each heading are provided, as well as some samples
of text to assist you in your EOI framework development.
By using this guide, you will be able to populate a framework EOI ready for
customisation for future, specific activities you target.
This framework has proved successful across a range of agencies, sectors
and countries.
Mel Dunn is Managing Director of Global Business and Development Solutions
which works with individuals and organisations that are committed to business
success and the success of others. We work globally and locally and focus on
providing sustainable solutions for our clients.
We offer a range of services
including:
- Proposal and tender development
- Technical assistance
- Research and strategy development
- Quality review of submissions
- Market entry support
- Partner identification
- On-ground representation
http://www.globizdev.com
Article reviews
Post your review
[ Note : no HTML/URLs - will removed automatically ]
More articles from Business > Presentation
|
