1# How do micromobility operators apply for tenders
Understand the strategies and priorities when an operator is crafting a winning tender submission.
Lars Christian Grødem-Olsen
June 11, 2024
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Writer and Expert:
Morten Askeland
Former Managing Director for TIER Mobility in Norway
Get to know Morten here: https://www.movability.io/about
The Golden Tender Rules for Operators
Why it matters
Understanding how operators apply to city tenders can be crucial for cities issuing tenders, competitors understanding how existing operators have attained a spot or suppliers trying to sell technology to an operator vying for a license.
Amidst the paper cuts, sore fingers and sweaty palms during the submission phase of a large-scale micromobility tender, lies a realm of opportunities.
As a former managing director for TIER Mobility in Norway, I offer an insider's perspective on what operators consider the golden rules for navigating tenders. Here’s a peek behind the scenes to help cities, suppliers and operators entering the scene, understand the strategies and priorities when an operator is crafting a winning tender submission.
Golden Rule 1: Preparing and Knowing the Market
Operators invest 6-12 months preparing tender bids for large markets like Paris, London, and Oslo. Success often hinges on developing market-specific features and aligning with the city's transportation goals.
Golden Rule 2: Know Your Audience
Operators strive to understand the people reviewing their bids. Each city has its own set of rules and regulations for assessing tender bids, but knowing the decision-makers' priorities can make a significant difference. A well-written narrative that resonates with the evaluators can sometimes outperform superior technical features.
Golden Rule 3: Assessing the Market and Competition
Markets can change unexpectedly, as seen in for example the UK, where initial business cases shifted dramatically by the time RFPs were issued. Operators have to stay agile, continuously assessing the market and competitors.
Golden Rule 4: Writing to the Market
The best operators know that generic bids won't cut it in competitive tenders. Each document is tailored to the specific market, with concise main texts and detailed appendices. This strategy ensures clarity and relevance, catering to transport planners and city officials who review these documents. Smaller operators with a highly localized approach can have an edge in this regard, knocking large operators with limited local resources off the podium.
Golden Rule 5: Managing Time Effectively
Time management is a critical challenge, especially for larger operators handling multiple tenders simultaneously. Dedicated teams, including project managers, operations managers, and bid writers, work intensively to meet deadlines. Planning is crucial, as last-minute submissions are common. Accurate translations and thorough document preparations are essential to avoid disruptions towards the end of the deadline.
Golden Rule 6: The Strategic Second Place
In highly competitive markets, aiming for second place can be a strategic move for operators. Winning often means overcommitting, which can slash profits, while third place indicates underperformance. Second place allows operators to maintain a strong position without excessive promises.
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