How to target your tender to hit the bullseye

Imagine your engineering company is pitching for a large bore-drilling contract. The RFT says that the prospect wants an air-head and push-tube hammer capable of 250mm+ HQ/8-inch DTH, right? Wrong. They want a bore hole that’s the right size. It’s an important distinction to understand. Here’s why.  How does the prospect benefit?  All your prospect … Read more

Help is at hand signpost

To tender or not to tender?

If you’re still wondering if tendering is worth all the time and effort, then here are ten good reasons why you really should consider it. 1. You’ve got to be in it to win it. Seriously. If you don’t tender, someone else will. They’ll end up winning a contract that could have advanced your business … Read more

Disappointed woman

Didn’t win a tender? A good debrief can help relieve the pain.

Not winning the government tender you’ve worked so hard to put together can be a bitter pill to swallow. But before you drown in a sea of disappointment, make sure to request a debrief to ascertain just how well your proposal went down. There’s much insight to be gained if you ask the right questions. … Read more

Request for tender

How to respond to a Request for Tender (RFT)

What does the Tenderer really want? How to ask questions during the Tender process. Once you’ve read all the Request for Tender (RFT) documents supplied by the client, the chances are that you will have many questions! First, clients want the best possible responses to their RFTs. Sometimes they are open to potential tenderers making enquiries … Read more

100% compliance

Tender writing – what to avoid 

When writing a tender to any level of Australian government – local, state or federal – you need to be 100 per cent sure your response is 100 per cent compliant if you want to even get a look in. John Sheridan is an Australian Government ICT senior executive who recently gave a presentation covering … Read more


Practical steps to tender writing success 

What steps you can take to make sure you write your tender or proposal so it stands a chance? Preparation is vital Tendering is undoubtedly a big user of that rarest of commodities: time. You can make best use of your precious hoard of minutes by not wasting a single second being disorganised. Businesses serious … Read more

Tender stress

How to make writing a tender less stressful

Not all stress is created equal when it comes to writing a tender to win or renew business. It’s true that a moderate amount of stress can be beneficial; a great opportunity is exciting, causing a rush of energy and enthusiasm that can be channelled into a winning proposal. More often than not, however, tender … Read more

Tender writer

What to do when your client puts your services out to tender

Of the thousands of tenders submitted to all levels of Australian government each year, a shocking 60% fail to make the first cut. And the main reason? Non-conformance with specific tender requirements. Michael Lee, Principal Project Officer with the Queensland Government and Manager of the Industry Development Team can’t stress highly enough the need to … Read more

Know the buyer, win the tender

There may be many reasons why the tender submission you slaved over for weeks didn’t make it past the first cut. It’s frustrating because you gave it the works­facts, figures, examples, pie charts and graphs. But impressive looking as your offering undoubtedly was, if it didn’t demonstrate your clear understanding of the buyer and what … Read more

Four steps

4 things to include when you’re writing tenders or proposals

When you boil it all down, there are four key things assessors are looking for in your tender response or your proposal. These are the key indicators that point to your company being the right one for the job. How you will deliver the service or product Your executive summary will already have stated your … Read more