Tendering and estimating 13

What is commercial intelligence ?

Commercial intelligence is the process of collecting, analysing, and using information about markets, competitors, and customers to improve competitive advantage.

Gathering Commercial Intelligence Tactics/Methods

1. Speaking to suppliers and subcontractors

2. Networking

3. Press releases

4. Using intelligence services or research through journals

Number on competitive bids influencing tender decision

• Fewer bidders → higher win probability; margin may be maintained

• Many bidders → price pressure increases; differentiate or selectively step away

• Signals: framework call-offs vs open tenders; market conditions

Things you need to pay attention to from other tenderers

1. Recent tendering success

2. Recent pricing levels

3. Capacity to take on new contract

4. Current tendering workload

5. Proximity to base

6. Expertise

7. Apparent attitude to risk

8. Apparent attitude to contractual claims