Tender Framework¶

Overview¶

This framework provides guidelines for participating in Saudi government and enterprise healthcare tenders. Understanding the tender ecosystem and compliance requirements is essential for successful bidding.

Saudi Tender Landscape¶

Government Procurement¶

Platforms¶

• Etimad - Government procurement portal
• MOH Tenders - Healthcare-specific opportunities
• CCHI - Insurance sector procurements

Regulatory Framework¶

• Government Tenders and Procurement Law
• Ministry of Finance regulations
• Sector-specific requirements

Private Sector¶

• Direct RFP processes
• Vendor qualification programs
• Framework agreements

Tender Types¶

Open Competition¶

Characteristics: - Public announcement - Any qualified vendor - Lowest price or best value - Standard evaluation

Approach: - Monitor platforms regularly - Qualify early - Competitive pricing - Strong compliance

Limited Competition¶

Characteristics: - Invited vendors only - Pre-qualification required - Technical focus - Value-based evaluation

Approach: - Build relationships - Demonstrate expertise - Technical excellence - Strategic pricing

Direct Award¶

Characteristics: - Single source - Specialized requirements - Urgent timeline - Strategic projects

Approach: - Position as sole source - Demonstrate unique capability - Build customer advocacy - Prepare justification

Qualification Requirements¶

Legal Requirements¶

• Commercial Registration (CR)
• Chamber of Commerce membership
• Tax registration (ZATCA)
• GOSI compliance
• Saudization certificate

Technical Requirements¶

• Technical capability statement
• Reference projects
• Team qualifications
• Quality certifications
• Security compliance

Financial Requirements¶

• Audited financials (3 years)
• Bank references
• Credit rating
• Performance bonds
• Insurance certificates

Registration Process¶

Etimad Registration¶

1. Create account at etimad.sa
2. Submit legal documents
3. Complete financial qualification
4. Add technical certifications
5. Receive vendor classification

Vendor Classification¶

Tender Process¶

Phase 1: Opportunity Identification¶

Sources: - Etimad alerts - MOH announcements - Industry networks - Customer relationships

Evaluation: - Strategic fit - Technical alignment - Competitive position - Resource availability

Phase 2: Pre-Submission¶

Activities: - Register interest - Attend briefings - Submit clarifications - Prepare documentation

Clarification Questions: - Technical specifications - Evaluation criteria - Timeline details - Commercial terms

Phase 3: Submission¶

Requirements: - Technical proposal - Commercial proposal - Compliance documents - Required forms - Bid bond

Format: - Typically Arabic - Hard copy + electronic - Sealed envelopes - Deadline strict

Phase 4: Evaluation¶

Technical Evaluation: - Compliance check - Technical scoring - Presentation/demo - Shortlist selection

Commercial Evaluation: - Price analysis - Total cost of ownership - Value assessment - Final scoring

Phase 5: Award¶

Process: - Award announcement - Appeal period - Contract negotiation - Performance bond - Project kickoff

Compliance Essentials¶

Documentation¶

Legal Documents: - Commercial Registration - Articles of Association - Authorization letters - Power of Attorney

Financial Documents: - Audited statements - Bank letters - Tax clearance - GOSI certificate

Technical Documents: - Capability statement - Reference letters - Team CVs - Certifications

Arabic Requirements¶

Most government tenders require: - Arabic technical proposal - Arabic commercial proposal - Arabic contracts - Arabic correspondence

Translation Approach: - Professional translation - Technical accuracy - Legal review - Certification if required

Bid Security¶

Types¶

Bid Bond: - 1-2% of bid value - Bank guarantee - Valid through award

Performance Bond: - 5-10% of contract - Bank guarantee - Valid through completion

Procurement¶

• Issue from Saudi bank
• Correct format
• Correct validity
• Correct beneficiary

Evaluation Criteria¶

Typical Weighting¶

Scoring Approach¶

Technical Scoring: - Compliance (Pass/Fail) - Features (0-100 scale) - Experience (0-100 scale)

Price Scoring: - Lowest price = highest score - Formula: (Lowest / Your price) × Max points

Win Strategies¶

Positioning¶

1. Early engagement - Influence requirements
2. Differentation - Highlight unique value
3. Risk mitigation - Address concerns
4. Partnership - Team with complementary firms

Teaming¶

When to Team: - Capability gaps - Reference requirements - Local presence needs - Risk sharing

Teaming Structures: - Prime/Sub - Joint Venture - Consortium

Common Challenges¶

Issue Resolution¶

Post-Award¶

Contract Negotiation¶

• Review terms carefully
• Negotiate reasonable terms
• Clarify ambiguities
• Document agreements

Project Initiation¶

• Mobilize team
• Establish governance
• Define milestones
• Begin execution

Performance Management¶

• Meet SLAs
• Report regularly
• Manage variations
• Maintain relationship

Related Documents¶

• RFP Response Guide
• Partner Program
• Enterprise Strategy
• Compliance SOP

Last updated: January 2025