MIND YOUR PQQS
Doug Aris, UK Head of Construction at supply chain risk and performance management firm Achilles, explains what makes a convincing pre-qualification questionnaire (PQQ) and how to make sure your business stands the best chance of securing lucrative contracts.
A key method used to shortlist potential suppliers for both public sector and private sector projects, pre-qualification questionnaires (PQQs) often involve high- value or long-term contracts that attract a lot of interest from businesses wanting to tender for the work. In today’s competitive environment, it’s more important than ever for flooring businesses to make sure they’re giving themselves the best possible chance of success.
The first step in a tender process, submitting a strong PQQ is often the first hurdle.
We often see PQQs being approached as a tick-box exercise – the first mistake and unfortunately still a common one. However, contractors are looking for businesses that go above and beyond – they want to work with companies that are a safe pair of hands and with a reputation for delivery and quality. How effectively does your PQQ demonstrate what sets your business apart?
While parts of a PQQ are necessarily formulaic, there is space for some flair and for you to demonstrate why the contractor should want your business on their project team.
DOES YOUR PQQ
INSPIRE CONFIDENCE? Make sure every PQQ makes the right first impression. Completing a PQQ can be time consuming – it’s one of the reasons suppliers join Achilles, because they only need to do it once – however it’s important to invest the time in completing the submission fully. Don’t be tempted to cut any corners – answer all the questions and check it before you submit. Make sure it is neat and tidy and well-presented – demonstrate that presentation is important to you and that you care about your brand.
DON’T RELY ON THE
BARE MINIMUM Doing the bare minimum is unlikely to make your business stand out – make every effort to go above and beyond to
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impress contractors. Always remember that contractors’ concerns are your concerns and approach the PQQ with that mindset – think about the big issues that they are focused on, such as sustainability and health and safety, and make sure that is reflected in your answers.
CHECK YOUR POLICIES You will need to provide up-to-date, professional policies on a range of business issues from HR to bribery and health and safety – make sure they are all in place and, if they aren’t, take steps to have them written up.
Make sure policies are checked over frequently and cover all the key details – there are consultancies that will be able to work with you to produce the necessarily policies if you don’t have the expertise to produce them internally.
TAKE A CRITICAL
APPROACH Always take a critical approach when completing PQQs and seek to go beyond what is expected, staying a step ahead of competitors. It may be worthwhile to arrange an external independent audit to pinpoint any areas that need additional work. Suppliers that register with Achilles are audited yearly, which provides valuable feedback for businesses and gives contractors confidence that a qualified person has visited the business and can vouch that it is a well-governed company.
A great PQQ is the first step to securing lucrative contracts and making sure your business is a step ahead of the competition – make sure yours stands out.
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