After 30 years of experience in installation technology (AV/Theater/Infrastructure/Interior/Energy) we can provide good and sound advice with our broad worldwide network. Electrical engineering, audio and lighting technology have always been connected, but now an extra point has been added and that is "The Network Management System". Cable ducts and cabling, Wifi, Bluetooth, UTP, POE, SDI, AES, sACN etc. etc. there are countless options to connect cameras, lamps, projectors, alarms and intervention and speakers to each other, communication nowadays usually takes place digitally in control software. As an expert in the tender team I support the project/tender manager but also the rest of the members, from the contract manager to the purchasing department head.

With complex tenders it is difficult to capture all the wishes in an app, of course you can ask the question to a light programmer with a specific software program. But what about the total design? What goals do we want to achieve? What function will the rooms and spaces have? Which products should be from an A-brand and which from B-brands or can C-brands even be used in some cases? Are there equivalents in circulation with a different branding, but in fact the same product? What are the requirements, selection criteria and award criteria and how do you assess this? All these questions and more do not fit in one app. We are happy to provide professional advice and give an initial estimation and diagnosis that clearly matches the level of ambition.

Despite our service to both the tendering parties and parties that publish the tender/requests, we are still independent. Importers, manufacturers and installers naturally benefit from selling the product that has the largest margin/profit. When we shape and set out a tender with you, we know how the market works globally, but we do not sit in the chair of the product importer or installer. And we also have no agreement with manufacturers or otherwise. The other way around, it is less important to be independent, a tip to a few manufacturers can actually give positive results. Buying everything from 1 importer or manufacturer sometimes seems convenient, but is not always the best solution in terms of quality (a joint offer is almost always the preferred approach).

Intermediate evaluations, flying in experts or changing course can be useful (for example during an additional site visit). Not only can we join in with our advice during a project, governments and companies can also contact us for consultation upon completion. We can also assume a control function during the process and for example draw up a shortlist and monitor applied “key performance indicators” (KPI) for you, “the proof is in the pudding”. Of course we can evaluate all processes with our partners, so that we can monitor and continue to improve the quality, or “Kaizen” (Japanese for continuous improvement).

Government authorities are sometimes required to inform rejected tenderers, including the reason for rejection. In this case, sensitive business information may end up with the competitor. Tenderers who want certain information from the winning tenderer can extract important information from this, while it should have remained confidential, in order to protect the position of the winning bidder. Both the authority and the tenderer must be vigilant about this. We also provide advice on this matter, also when WOB requests are made.

Although in the distant past a lot was organized/realized with junket trips and restaurant visits, in 2025 this is less important and sometimes even undesirable. European governments have strict rules when it comes to "Junkets", you should not get involved in this with government tenders, this is very counterproductive. Building a special bond with customers remains important of course, a positive social attitude or a social gesture are just as essential for the goodwill factor. Radiating trust is the most essential thing.

Yes, there are alternatives such as “De Aanbestedingskalender”, Negometrix and CTM Solutions. Of course, companies can request quotes from each other (privately) and a government institution can carry out smaller (Article 2.19 Section 3, lots with an estimated value of no more than €80,000) tender procedures privately within the regulations of the Tender/Procurement Law. The consultation itself, but also the rental of equipment and small replacements or repair of systems do not necessarily fall under this law. In this case, the government institution can request quotes itself. Algorithms and AI driven solutions are increasingly being used to make choices for us, but a final decision is not something you want to leave to this. Who is in control and which circumstances do you take into account in your decision making and are there hidden costs? Procurement is a profession, especially in the AV and light installation sector.

Many energy-saving measures can count on subsidy, we can help the contracting party with applications. And there is an Energy Investment Deduction (EIA) for entrepreneurs. Furthermore, a lot is deductible, think of "professional equipment costs" and other representation and ambiance costs. Within the EU, VAT tax between countries is deductible, for import from outside the EU it’s a different story, something to take into account when drawing up the budget. Subsidy on locally produced material is also applicable in a number of cases.

For both parties, “Storytelling” is important, but it must be sincere, clear, catchy and above all a coherent story right from the start. Being visually strong is perhaps the most important factor, it is fast and clear for all parties. Creativity and decisiveness also play a role in the presentation, a surprising element can stimulate enthusiasm. A model, 3D animation or film, drawings or the old familiar Powerpoint, (simplified) technical drawings and of course a clear picture of the (social) ROI.
Strategic bidding for a (service) specification must be possible, but without deception.
Before the presentation starts, there is of course a brainstorm with “great ideas”, but to present you select only the really great and viable ideas, you can use Mark Raison’s “Box idea selection method”. Mark Raison’s Idea Box If the presentation is good, you have already got one foot in the door with the contracting authority, of course the price must also be right, the performance/capacity requirement and the company must fully comply with the rest of the criteria and requirements.

The Public Procurement Act 2012 has mandatory and optional exclusion grounds. The Public Procurement Act 2012 contains 3 MEAT criteria: 1. the best price-quality ratio (or best value for money), 2. the lowest price and 3. the lowest costs based on cost-effectiveness (in particularly the life cycle costs).

B2B tenders are of course structured differently than government tenders, a government institution is less sensitive to “the social favorability factor” and accepts a quote based on linear objectives, (EMVI-MEAT) tender guidelines and the effectiveness as described in the documents. This does not mean that there are some aspects that are more in line with the philosophy, criteria and objectives of a foundation/institution/government. We can help government employees to test everything (also for authenticity) and help to formulate arguments for rejection or the winning tender bid. A local company may simply have a better chance because of; local labor, raw materials or otherwise are used, or because the environment is less burdened by frequent commuting of technician services for example. B2B tenders work slightly differently, a long-standing relationship or guaranteed service may be important, or simply a (social) click. Of course, “value for money” or “the lowest price” will be the decisive point.

Finally, the contract and completion.
Guiding the parties from A to Z is also a task of the consultant. The agreements made between the parties are of course on paper, the risks and associated guarantees are confirmed, with these signatures on the contracts and quotation agreements the parties commit themselves to each other. Parity conditions and quality service also come into play here, a completion can only take place with the confirmation, a satisfied approval. Of course we can be present as a consultant during the completion, to examine the operation and compare it with the (technical) proposal and the agreement.