Mel Dunn: For you, the purpose of the EOI is simple – get on the
shortlist! ...
Global Business and Development Solutions 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
Visit the website for more information about how we could assist you
at www.globizdev.com.
You will also find a 'contact us' form there or you can contact us
immediately using enquiry@globizdev.com
We make every effort to respond to your enquiry within 24 hours.
© 2005 Global Business and Development Solutions
Global Business
and Development Solutions provides this to xidp.com and grants them
permission to post it without alteration at www.xidp.com.
All readers are free to use any part of this article on the condition
that the following attribution is included in full, including a live
link to the Global Business and Development Solutions website. Please
email mel@globizdev.com to advise
where this information will appear.
Mel Dunn,
Managing Director of Global Business and Development Solutions.
Please visit www.globizdev.com
for additional information about GBDS and how their services could
benefit you.
|
The Expression of Interest (EOI)
EOI is the beginning of the submission processes for many agencies,
and often the first step for AusAID project opportunities.
The EOI helps the donor/agency compile a shortlist of organisations
that will be invited to submit a tender for the 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 scatter gun 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 don’t 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:
- Coverpage?
- 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.
8 October 2005 |
Mel's Archives
The quality review
The virtual tender team
Internationalisation of Education –
Globalisation or Development - the big picture
Preparing winning CV’s
So what do you do?: The art of
promoting yourself
Lateral thinking in tender preparation
Preparation
Getting Involved: So much more needed
Getting involved in the global development
market |