When bidding for contracts from large companies or government, you need to present your business as professionally as possible.
The best way of achieving this is to be prepared. Build processes and reporting mechanisms into your everyday operations so you always have rich data to hand that you can use in tenders and other business development material.
There are some areas that almost always come up in tenders. These are:
- quality control
- risk management
- diversity and inclusion
Therefore, it’s worthwhile formalising policies and procedures in these areas, setting targets and measuring success against them. Then you’ll always have information to draw from.
Measurement and feedback
Content always becomes stronger and more persuasive when it’s backed with evidence. Consider what measurements you can make, and how you can link them to your business processes. For example:
Your product or service:
- Sales – record percentage increases year on year
- Service agreements – how consistently do you meet your service agreements? How does this compare with your industry generally?
- Complaints / returns – record percentage decreases year on year
- Efficiencies – record percentage decrease in cost base year on year through sustainability measures
- Employee engagement – provide your company score if you conduct a formal survey
- New recruits – what percentage meet diversity targets?
- Staff tenure – what is the average tenure in your company? How does this compare with the industry average?
- Absenteeism – how does this compare year on year?
- Training and development – number of training courses/hours completed
If you can link these results and others, as relevant, to initiatives you have undertaken in your business, your bid will come across very strongly.
As well as hard numbers from your business, external commendation is also extremely valuable. Client lists, testimonials, award wins, media and industry recognition all verify your capability, and often can be incorporated into the document or added as an appendix. Don’t be modest but do ask for permission to quote an external source. Try to maintain your relationships with clients so you can offer the procurer the most relevant reference for the contract.
Overall, it’s about putting processes in place to record data and other useful information that present your business in the best possible light. With almost two decades’ experience in tender writing, Proof Communications can also help: 80% of the tenders we write are shortlisted for presentation or awarded the contract!