It’s a new year and many SMEs will be thinking of ways to increase revenue and expand their operations. Winning a tender is undoubtedly a real business boost, and SMEs need to pay attention to two areas of their proposal if they want to be considered a serious contender.
Your online presence
If you haven’t got a professionally created website, it’s high time you got one. Your brand lacks clout without this most basic form of online presence.
The company website is the one of the first places the tender assessment team will go to check out your business, so it’s essential that content is sharp and up to date. They’ll also be assessing your company Facebook and LinkedIn pages, too. Your online image must match what you’re conveying in your tender submission.
The description of your business’ capabilities in your tender response should outline five key areas of your business, so make sure these are covered.
- Core competencies. These are statements which outline your company’s key skills related to the specific needs of the tender. Unless detail is asked for, keep it brief. This is not the place to go into all that your company is capable of; just your core expertise.
- Past performance. Here’s where you list customers for whom you’ve already undertaken similar work. Remember, it’s a summary of the contract only, not a lengthy description of the job, unless asked. Include specifics such as project size and cost. Also give names and contact details for references.
- Differentiators. This is super important because it’s where you set yourself apart from the competition. Why is your product the best on the market? How does your experience make all the difference? What new technology do you employ? Again, make it easy for the procurement team by relating these points of difference back to the needs of the tenderer.
- Company data. A brief description of what your business does, including its size, annual turnover, and number of employees. Also note what industries you work with and what geographical areas you serve. It’s an excellent idea to include your compliance with industry codes and WHS standards and make reference to any quality, sustainability and environmental credentials.
- Contact details. Very simply, note all company details here. ABN, address, contact numbers, website, key personnel and so on.
As with your website, consider having your capability statement professionally produced so you really look like the business.
For some excellent tips on winning tenders, watch our short video