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How to do Business with ESA - TOPIC 6

How to make good offers to ESA

The following summarises a certain number of rules, principles and useful techniques to be observed by potential tenderers which should help 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 presenting an offer to the Agency.
Support from national delegations
It is advisable for companies to ensure, that a particular procurement, and the placing of the corresponding contract, is not in conflict with the national policy of the Delegation concerned.
Knowledge of procurement procedures and standards
Potential tenderers have to become acquainted with all the pertinent documentation mentioned in this brochure.
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 preparatory and decision procedure.
- 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.
See the complete description on “How to make a good offer to ESA” provided as a pdf-file in Related links.

Last update: 26 September 2007
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To do business with ESA

Topic 1 - ESA Procurement Department Topic 2 - Basic principles of ESA procurement approach Topic 3 - How to participate in ESA procurements Topic 4 - Ensuring fainess of competition in ESA procurements Topic 5 - The procurement process Topic 7 - Industrial policy geographical return Topic 8 - Other aspects and related questions

More information

The procurement process (pdf-46k)ESA Conference Bureau: 'Developing trends in Public Procurement and Auditing'