The two factors that most deter a business from putting together a tender are lack of time and lack of resources.
Responding to a request for tender is a big ask and almost always means additional input by team members already working at full capacity. But if it’s a plum contract that would really make a difference to your business, then hiring the services of a professional tender writer may well be the best investment you’ll ever make.
What does a tender writer do?
First and foremost, they’ll make sure your tender is compliant with every single requirement of the RFT. This is incredibly important and the number one reason why most tenders don’t make the first cut.
Second, they’ll develop responses that meet the criteria for each question, phrasing each one clearly and concisely. Not everyone on the assessment panel will be an expert in your field, so your tender writer will make sure your answers steer clear of jargon and excessive tech-talk.
Lastly, the tender writer will ensure that the focus of your response is not based purely on pricing. Value for money is what’s important and your submission must reflect what you are offering.
What are the first steps?
A professional tender writer will spend time understanding your business. It’s essential they do this because they’ll be writing as though they’re on your team, so be prepared to answer some searching questions and back up your answers with hard facts.
They’ll also help identify your business’ strengths and weaknesses so that they can position your response in the best possible light. This exercise is a bonus for business owners because it holds up a mirror to your operations, highlighting where you’re doing well and where you need to lift your game.
How long does the tender process take?
How long is a piece of string? The time it takes will certainly be influenced by the complexity of the RFT and how much information you have readily to hand. It’s also important to allow time for other factors such as input from other stakeholders, tweaking of responses after a comprehensive review of the first draft and a thorough proofread of the final document.
Under the expert guidance of a professional tender writer, your submission will have the best possible chance of being considered favourably by the prospective client. Not only that, you’ll be able to re-use content for other tenders, saving you time, money and effort.
You can also re-purpose tender content in other ways that benefit your business. Think sales aids, marketing material, website copy and so on.
The ATO even comes to the party by generally allowing SMEs to claim the costs of the tender writer as an operating expense – and you don’t even have to have won the contract to claim.
So, what are you waiting for? Next time you see a tender that looks right for you, call in the experts and get cracking putting together a top-notch winning bid that could make a world of difference to your business.