Germany
Austria
Belgium
Denmark
Spain
Estonia
Finland
France
Greece
Hungary
Ireland
Italy
Luxembourg
Norway
The Netherlands
Poland
Portugal
Czechia
Romania
United Kingdom
Slovenia
Sweden
Switzerland
How to make good offers to ESA
The following summarises some rules, principles and useful techniques to be observed by potential tenderers which should help them with the preparation of a 'good offer' to the European Space Agency (ESA).
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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 Tender Actions 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 Tender Action, and the placing of the corresponding contract or cooperative agreement, 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 should be well acquainted with all the pertinent Tender Action documentation available on https://esastar-publication-ext.sso.esa.int/ and also in this 'How to do Business with ESA' set of guidelines. -
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 Tender Action, 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 Tender Actions 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 Tender Actions
In most cases it is already too late to start work for an offer when the Tender Action 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 Tender Action.
