Tendering is an integral part of the rail industry. Most clients use the tendering process to identify the suitability of a contractor to carry out the proposed services and to ensure that they obtain the services they really want. From the contractor's viewpoint, when faced with an invitation to tender, the key issue usually relates to the pricing. Pitch too low and you might run the contract at a loss. But pitch too high and you might put yourself out of the running. Of course the key to success is winning the business and making a profit in the process. Perhaps easier said than done.
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