Preparing Professional References
References are often the decisive eligibility criterion in public tenders. They prove your company has successfully delivered comparable services.
What references do public authorities expect?
- Number: Usually 3-5 comparable references
- Time period: Last 3-5 years
- Comparability: Type and scope must match the tendered service
- Contact: Name and contact details of the reference provider
What does a perfect reference sheet look like?
Include: project name, client, period, contract value, services delivered, and client contact. Stand out with: challenges overcome, technologies used, and quantifiable results.
Which references should I select for a tender?
Choose projects with maximum overlap to the current tender. Prefer public sector references. Ensure currency, older references lose impact.
Why are confirmed references more valuable than self-declarations?
Written confirmations from clients carry more weight than self-declarations. Use standardized forms and inform references they may be contacted.
How do I build a reference database for tenders?
Document every completed project promptly. Collect photos, figures, and feedback during the project. Categorize by service type, industry, and volume. Update quarterly.