The Confederation of Employers of Galicia (CEG), through its International Tendering Service (SALT) and in collaboration with the Galician Institute for Economic Promotion (IGAPE), continues to offer Galician companies training workshops on Multilateral Tenders during 2025. The third of these workshops, entitled “Preparation of the economic offer. Aspects to take into account”, took place on February 19 in a hybrid format: in person at the CEG Assembly Hall in Santiago de Compostela and online through TEAMS.

Karine Brück International, a consultancy specialized in facilitating the participation of national and international companies in international contracting and tendering processes, was involved in the organization of this workshop.

The workshop addressed the preparation of the economic-financial offer in multilateral projects, providing companies with the keys to structuring solid, competitive and financially viable proposals. The economic solvency requirements demanded in the tenders were highlighted, including the financial capacity of the bidder, the available working capital and the importance of maintaining positive operating cash flows.

In addition, the different methods used by multilateral organizations in the evaluation and award of contracts were analyzed, such as the evaluation by the lowest price (Request for Bids, RFB), the evaluation with weighted criteria (Request for RFP with Rated Criteria) and the best and last offer (BAFO) process. The financial guarantees required in these contracts were also addressed, such as those of seriousness, compliance and advance payment, analyzing their impact on the viability of the proposals.

One of the central points was the correct preparation of the financial breakdown, detailing the different types of costs that make up a bid: direct and indirect costs, profit margins, taxes and tariffs. The workshop also focused on financial risk management and profit margin planning, noting that the latter must be adjusted based on the sector, the country of execution and the level of competition. In high-risk markets, for example, a higher margin is logical to ensure the viability of the project.

In addition, the need for efficient management of financial flows to minimize risks and improve project liquidity was emphasized. In this context, financial hedging strategies were introduced, a key tool to mitigate the impact of exchange rate volatility and fluctuations in interest rates.

Finally, other key practical aspects were discussed, such as choosing the appropriate Incoterm, exchange risk management, and tax planning to avoid double taxation problems.

In short, the workshop provided essential tools to prepare well-structured and strategically planned economic offers, ensuring financial viability and maximizing competitiveness in multilateral contracting processes.

If you want to be informed about future workshops, register on our SALT web platform and we will contact you!