6 Aug 2014

Understanding the Tender Life Process

by | posted in: Construction Chat | 3

It's better to be at the bottom of the higher class; than the top of the lower class

 

In the 9th Grade, I got to choose which science class I would be assigned to. My marks had landed me right in the middle of the class breakdown, so my teacher gave me a choice. I could go to the “lower” class or the “higher” class, the following year. The implication being that the “higher” class would be harder.

 

There are few instances where being slap bang in the middle are beneficial. Bidder’s Lists are one of them. There is nothing more perplexing than looking at the prices submitted on a tender and there is one extremely high tender price and one ridiculously low tender price. You can almost imagine the tender prices in the middle huddling together trying not to make metaphorical eye contact with either end of the Bidder’s List, in a bid not to be “tainted”. You do not want to stand out on a Bidder’s List. This is not the time to be an individual. Because if you are that incredibly low price; people will assume that you’re under cutting your prices. And if you’re that really high tender price; they assume you don’t know what you’re doing and trying to win the “tender lotto”.

 

Granted, tenders aren’t awarded by price alone. But price still speaks volumes.

 

Tendering is not a passive endeavour. It isn’t something that just “happens”. It has to be enforced and monitored at every stage. Tenders are about being competitive and cost effective; while promoting equality, transparency and fairness (I can practically see you rolling your eyes). Yes, I know you are more likely to see the words “corruption” and “price fixing” when reading any headline concerning tenders. And I can’t argue with that. Those in Supply Chain Management Units need to be trained in the correct and legal way of handling tenders, and those in the building and construction industry need to know just as much. The right hand keeps the left hand honest, as it were. In case, no one’s told you; you are allowed to object. If you see any dodgy dealings, call them on it. Maybe you’ve become too jaded; and gone to the private sector (no one can blame you). Maybe you’re too new and naïve; and not sure of the procedures (go learn them). Hell, maybe you’ve joined them.

 

If you don’t like what your industry has become, change it. If the client isn’t paying you; cancel the contract. If your contractor isn’t doing the job correctly; kick them to the half-finished kerb. In a legal and professional manner, of course. It happens all the time; so why can’t it happen every time? Yes, this is overly simplified. I realise, on the ground, it is far more complicated and messy and nuanced than an outsider like me; could possibly understand. Hard choices abound.

 

I can only offer this piece of advice my dad gave me “It’s better to be at the bottom of the higher class; than the top of the lower class”. At least you’ve got somewhere to go.

 

 

 

 

 

About Claire Donaldson

I started working at Leads 2 Business in February 2005, and have served as Head of Department of Daily Tenders from 2007 until the present. I oversee both the Daily Tenders South Africa and Africa Departments.

23 Jul 2014

The devil is in the details

by | posted in: How To | 0

The devil is in the details

 

 Putting your Best Foot Forward when presenting Yourself

 

Easy. Follow instructions.

 

If it specifies that the tender document must be filled out in black ink; fill it out in black ink. The odds are there’s a very unamused Supply Chain Manager who’s had to deal with documents filled out in anything from pink crayon to pencil (the ultimate indicator of shady goings on). He will most probably not understand the aesthetic superiority of blue ink or the sudden and inexplicable disappearance of all black pens ever, or any other excuse you might come up with. If it specifies that you have to hand in not only the original tender document, but also multiple copies; be professional and show up on the closing day with the aforementioned multiple copies. Do not put yourself in a position to pull an Oliver “Please sir, can I use your photocopier?”. Anyone else hear a resounding “No!”.

 

Granted, these details do not seem important when faced with pricing and filling out a document that is responsible for the felling of a small forest. These details do not compare with cement prices or transport costs or the fact that your site is slowly turning into marshland, is being disputed by two traditional authorities and a lone extremely endangered frog has decided to take up residence slap bang in the middle of where your new shiny Mall is supposed to go. But that’s not the point. The devils’ in the detail.

 

When I get called by telemarketers and they get my name wrong, all bets are off. My logic being, if you can’t get my name correct, why would I give you my hard earned money? If you can’t even remember to sign your own tender document, why should the Municipality/ Department trust you to build that bridge?

 

Yes, this is a small detail and, I will also concede, petty. But it’s also indicative. There are no business dealings today that don’t involve a contract or some sort of written agreement. These are made entirely up of small details, seemly insignificant details that all parties agree to abide by. Should one of these parties decide to not abide by one of these little details, another profession tends to get involved. They make sharks look fluffy by comparison.

 

In 1999, the Mars Climate Orbiter, sent to observe Mar’s weather, burnt up in the Martian atmosphere. NASA investigated and discovered the use of English units, instead of Metric units in the calculations. Oops. A detail so small and taken for granted, it was never checked. $125 million up in smoke.

 

Do you really want to lose a tender because you didn’t carry a total across? Or because you handed it in too late? Or couldn’t be bothered to hand in your Tax Clearance certificate?

 

In filling out documents, this is not an opportunity to “stick it to the man”. If you want to do business, then be professional and conscientious. It isn’t other people’s responsibility (never mind the Government’s) to give you a break. This is tenders – the competition is ruthless.

 

So I can’t help you with the price of cement or the fact that petrol’s gone up three times in as many months or with your frog-infested marshland overrun with Environmental types. But I can tell you, to watch the details. Those buggers will get you everytime.

 

 

 

About Claire Donaldson

I started working at Leads 2 Business in February 2005, and have served as Head of Department of Daily Tenders from 2007 until the present. I oversee both the Daily Tenders South Africa and Africa Departments.

18 Jun 2014

Choosing to do the Work

by | posted in: Life Lessons | 0

Choosing to do the Work

 

Have you ever wondered who that guy was, forever rolling the boulder up the hill, just to have it roll back down again? Of course, you have. It keeps you up at night.

 

In Greek mythology, he was King Sisyphus. Founder and first king of Corinth, from back in the day. Known for promoting navigation and commerce. As well as randomly murdering guests and planning fratricide. What’s Greek mythology without a little murder and mayhem?

 

Basically, he was cursed because he annoyed and outsmarted the Gods. Zeus in particular, and this would not be borne and whatnot. Greek Gods – the embodiment of sulky toddlers.

 

So he was cursed to roll a boulder up a hill and just as it reached the top, it would roll back down again. The word is Sisyphean. An interminable act without end. Not very inspiring at all.

 

Sometimes the focus is on the short game; so the long game fades away into the distance and seems to become unattainable.

 

However, I always wondered why he keeps trying? Let’s ignore the being “cursed” bit and never mind the “repeating the same action, hoping for a different outcome being the definition of crazy” aspect. I like to think that King Sisyphus still has hope and a goal and a purpose. That he’ll make it to the top and, somehow, roll that boulder down the other side. That all the toil and struggle will result in an accomplishment few believed possible. That the “interminable” is just a disguise for the time it takes to get where we need to go.

 

“He chooses to do the work. Every single time. Regardless of the previous day’s outcome. And that’s inspiring.”

 

Or it could just be his bloody-mindedness. Either way, the job will get done.

 

“Success is the sum of small efforts repeated day in and day out”.

 

 

 

 

About Claire Donaldson

I started working at Leads 2 Business in February 2005, and have served as Head of Department of Daily Tenders from 2007 until the present. I oversee both the Daily Tenders South Africa and Africa Departments.

12 May 2014

Building your dreams

by | posted in: Life Lessons | 0

Building the Tenders Dream

 

If you had told me years ago that I would be contributing to a blog, I would have laughed in your face unashamedly. The ugly laugh. There would be hooting and slapping of knees. I would have wiped the tears from my eyes and told you “Good one”. Well, here I find myself. A contributing editor on a blog. Where my opinion will exist in digital eternity. O goodie.

 

So when in doubt, I do what most do these days – “To the Internet”. Frantic searches for “how to” infographics; scrolling though endless websites listing anything and everything. Truly Alice-down-the-rabbit-hole kind of stuff. However, in amongst all this, I got distracted. As you do. I had wandered down a virtual alleyway and found the below piece of random inspiration:

 

Build your own dreams,

or someone else will hire

you to build theirs.

And it got me thinking… A dangerous pastime… I know.

Who’s building their own dream on their own? Nobody does it by themselves. There’s always experience from the first job, advice from mentors and parental units, funding and faith money; first offices in truly inspiring places like “the garage”. Oh no. All successful, profitable businesses comprise of just one person. Probably very stressed. I mean, who’s making them coffee?

No matter what your pursuits, business, endeavours, dreams or whatever, everyone strives for success in some form or another. Granted, everyone has their own definition of success, but for the sake of this article let’s narrow it down to the opportunity to “fight another day”. Business is difficult. Business is competitive. It’s built on old school thinking and traditions, and has to constantly adapt to new technologies, ideas and expectations. No one does it alone. Partnerships, support and opportunities exist in your own organisation or you learn to recognise it in others. And then get them on board. I hate to say it, but network, people, network.

And this might be naive, but the excitement and joy we hear on the phone when talking to subcontractors, main contractors or consultants when they’ve won a tender, sounds exactly the same – Beers all round and an afternoon off.

The trick? Hire the right people to build your dream.

And maybe learn to golf.

About Claire Donaldson

I started working at Leads 2 Business in February 2005, and have served as Head of Department of Daily Tenders from 2007 until the present. I oversee both the Daily Tenders South Africa and Africa Departments.

25 Apr 2014

What is a Tender?

by | posted in: General | 4

What is a Tender?

When I started at Leads 2 Business, it was called Daily Tenders. I didn’t even know what a tender was, until I did some research before my interview. That was 2005. Every day since, has been tender notices, in one form or another. Government tenders, Invited Tenders, Quotations, Bids, Request for Proposals, Expressions of Interest, Pre-qualifications; not to mention Requests for Information and Supplier Database Application notices. Show me a contract number, and I can probably guess which Municipality put it out. Not a trick that goes down well at parties, I admit; but  oh so impress in the office. So what’s the difference in the those I mentioned above? Let me tell you…

 

Government Tenders – Government money, government timing and no one answering the phone at 15:00 on a Friday afternoon.

 

Invited Tenders – Not publicly known, but invariably someone hears about it from their cousin’s wife’s nephew who heard about it in a bar somewhere. All hush hush. But not hush hush enough, if we get to hear of it. And we hear a lot.

 

Quotations – Smaller values, shorter tendering periods; and impressive in the sheer quantities that the Municipalities pump out at any given time.

 

Request for Proposals – “How do we do this?”

 

Expressions of Interest – “Who would be willing to do this?”

 

Prequalifications – “Prove you can do this”.

 

Request for Information – “Tell us why we need this thing, how to use it and for how much”

 

And let us not forget the various incarnations of the Tender Award – “You’re kidding, right?”. “Call back in two weeks”. “It’s already completed” and everyone’s favourite “Who are you? And why do you want this information?”

 

(Disclaimer: Definitions are humorous interpretations, and are not to be taken seriously. Unless you have had anything to do with tenders. Ever. And then you get it).

About Claire Donaldson

I started working at Leads 2 Business in February 2005, and have served as Head of Department of Daily Tenders from 2007 until the present. I oversee both the Daily Tenders South Africa and Africa Departments.

14 Apr 2014

A Day in the Life of … Tenders Department

by | posted in: Introducing... | 0

We have a wealth of Tender information on our system.  This information is researched and added daily by a stellar Tender Department.  We speak to the Head of Department, Claire Donaldson, to find out what typically happens in a day.  Take it away Claire…….

 

 

“In the Daily Tenders Department, we strive to meet the needs of our subscribers through constant research and subscriber contact. It is essentially a balancing act between our priorities and responsibilities; whether it is sorting through numerous newspapers, websites or gazettes or following up on award information, assisting subscribers or potential subscribers; each day has its own challenges. There is nothing more satisfying than a day done and dusted, knowing we’ve published information that directly benefits our subscribers.”

 

 

The various industries that our Tender Department researches are:

Alternate Energy, Fleet Management & Transportation, Demolition & Blasting, Mechanical, Air Con & Refrigeration, Building

Infrastructure, Consultants, Electrical & Instrument, Facilities Management, Fencing, IT & Telecom, Materials & Supplies, Plant & Machinery, Security & Fire, Supplier Database and Trades.

 

You can find more information at www.L2B.co.za

About Claire Donaldson

I started working at Leads 2 Business in February 2005, and have served as Head of Department of Daily Tenders from 2007 until the present. I oversee both the Daily Tenders South Africa and Africa Departments.

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