%20is%20the%20beginning%20of%20the%20submission%20processes%20for%20many%20agencies%20and%20potential%20clients%20of%20yours.The%20purpose%20of%20the%20EOI%20is%20to%20assist%20the%20donor/agency/business%20to%20compile%20a%20shortlist%20that%20will%20be%20invited%20to%20submit%20a%20tender%20for%20an%20opportunity.For%20you,%20the%20purpose%20of%20the%20EOI%20is%20simple%20-%20get%20on%20the%20shortlist!As%20with%20all%20aspects%20of%20proposal%20and%20tender...){kind=link}
Strategies To Increase Expression Of Interest Conversion by: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 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:
-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.
Purchase your EOI Framework Guide from our website at http://www.globizdev.com/ourproducts.php
About the author
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
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