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 about maximising their chances of winning have invested time to save time later by creating ‘off the shelf’ tender and proposal content such as their:
- WHS policy;
- Risk management policy;
- Quality assurance plan;
- Sustainability program;
- Company history;
- Case studies;
- Capability statement;
- Customer service charter; and
- Up to date organisational structure and key personnel bios.
Having these already carefully prepared and able to be quickly tweaked to suit each new tender will save you vast amounts of time in the long run.
Not every tender is the ideal one for your business. Choose carefully to ensure that you really do have what it takes to fulfil every aspect of the tenderers requirements or your bid has failed already. Remember, the tenderer is looking for a perfect match, not one that’s somewhere in the ball park. If you find yourself wondering how on earth you can answer some of the criteria, then that may well be a sign that this tender is not for you.
Focus on them
So many tenders fail because the tender writer essentially lists features or services which neglect to mention just how these will be of benefit to the company or government department issuing the tender. It should not be up to the tenderer to try and work out how your services can benefit them; you should be doing that for them in clearly articulated responses that focus on them, not you. Case studies are another excellent ‘off the shelf’ inclusion that are evidence of how your business has been the ideal answer in similar scenarios.
Find out why you lost
It’s easy to be discouraged if you don’t win a tender. Time invested in finding out exactly why you weren’t successful is time well spent, so make sure you get feedback on your bid. Who knows what you might find out, but it gives you a chance to make sure the next time you’re writing a tender or proposal, it has a much better chance of winning. It could well be poor presentation or too many spelling mistakes – both of which can be easily addressed by employing the help of a tender writing professional for some much-needed extra polish.