Speech Bubbles

Tender writing – it’s not what you say, it’s how you say it

When you realise how much time and resources it’s going to take you to put together a tender response, it can be tempting to go at it like a bull at a gate just to get the whole thing done. But if you’re really serious about winning, that approach simply won’t do. It’s as much … Read more

Keyboard question marks

Asking tender questions

There’s no denying that a set of freshly released tender documents can be a bit intimidating. No doubt, by the time you’ve read the entire Request for Tender (RFT) you’ll have plenty of questions. So, what’s the best way to go about finding some answers? It pays to remember that the prospective client really does … Read more

editing document

How to turn average tenders and proposals into winning ones

The secret to turning average tenders and proposals into winning ones is simple: write, and then edit, edit, edit! How to write The best way to write is simply to get started. Sometimes you can sharpen your writing by following this methodology: Write what you want to say in the sequence that you think of … Read more

Trust

Why is trust so important in winning tenders?

Unless the relationship has broken down, the incumbent will usually have the advantage when an organisation is tendering for work. Quite simply, they know what they’re getting, and can be reluctant to rock the boat with change. As a result, the onus is on you, the tenderer, to prove your credentials and show that you … Read more

hands on keyboard

How to decide whether to tender, bid or submit a proposal

Putting together tenders, bids and proposals is often a huge commitment of time and energy. Unless you’ve got a dedicated bid team, they divert the attention of key personnel from the business. Therefore, tendering for new business can be a costly exercise, so it’s wise to carefully consider whether it makes strategic sense. Will a … Read more

Top 10 list

How to Win More Tenders

One of the most worrying statistics for any company submitting tenders is how few are successful: research in the US and the UK shows only 47% of tenders win. That’s a lot of time and effort for no reward. It’s also concerning that 25% of organisations issuing requests for tenders and proposals never make a … Read more

Man running

Ready, Steady, Go Tender…How To Be Tender Ready

Putting together a tender requires an investment of resources and time – almost certainly far more than you’ve anticipated. However, you can make life easier for yourself and your team by undertaking three activities in advance. And, because you’ve done some basic groundwork, once the contract you want to bid for is released, you’ll be … Read more

Man facing a dilemma

Have you ever made this mistake in your tenders, bids or proposals? 

Even if you’re the incumbent, it’s dangerous to assume that the tender process is just a formality and that your contract will automatically be renewed. There’ll certainly be other suppliers tendering for the work. And if they present a more competitive, articulate offer…well, then it could be red faces all round.  Rather than make the … Read more

procurement files

Tenders: what is procurement looking for?

Whether you’re bidding for a contract from a large company or government agency, your tender will go through the procurement team first. This means you need your tender to demonstrate that: You know what you’re doing – The procurement team doesn’t want to take a chance when bringing in a new supplier. They don’t want … Read more

How to write a business proposal

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