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How to make good offers to ESA

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ESA / About Us / Business with ESA / How to do

The following summarises a certain number of rules, principles and useful techniques to be observed by potential tenderers which should help them with the preparation of a 'good offer'.

  • Knowledge of ESA space programmes and activities
    Familiarity with space programmes and activities in general, and of ESA in particular, are a very important condition to be fulfilled even before considering to present an offer to the Agency.
  • Support from national delegations
    For procurements where the programmatic rules require a formal support from the national Delegation(s) that would be concerned by the intended grouping of economic operators, it is advisable to ensure in advance that a particular procurement, and the placing of the corresponding contract, is not in conflict with the national policy of the Delegation(s) concerned and that accordingly they would give their support to the offer to be presented.
  • Knowledge of procurement procedures and standards
    Potential tenderers have to become acquainted with all the pertinent procurement documentation available on and also in this “How to do Business with ESA” documentation.
  • Advance knowledge of customer's requirements
    Advance knowledge of ESA's requirements, as a customer, is essential before embarking on the difficult and costly exercise of preparing and submitting an offer.
  • Company strategy and management support
    Potential tenderers have to ascertain that participation in a particular procurement, and carrying out the work, fit in with their companies' strategy and will receive appropriate internal management support on staffing and resources.
  • Competitors
    A good knowledge of the strategy, resources, and intentions of possible competitors is also an important element throughout the process of decision to present a tender and preparation of such.
  • Contacts with potential partners
    ESA's main ITTs/RFQs are often very demanding in terms of international co-operation and grouping of companies, due to industrial policy and geographical distribution constraints.
  • Work on offer before issue of ITT/RFQ
    In most cases it is already too late to start work for an offer when the ITT/RFQ is received. Much of the preparatory technical and programmatic work, such as the actions described in the paragraphs above, should have been initiated in advance. It is therefore recommended that a Proposal Team be established as early as possible, prior to the formal issue of the ITT/RFQ.

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