Writing tenders in 2012

We have started 2012 with the news that we have been successful with a number of our PQQ and tender writing submissions from late Autumn.
It is always pleasing when we receive good news, but January has provided one contract win after another. This categorically proves that the tender writing method that we have developed is successful and is improving with every submission we do. One of our recent tender writing submissions scored 29.4 out of 30. Obviously, we cannot give all of our secrets away, but one of the main things to remember is that bid and tender or proposal writing is very different from your standard letter writing or report writing. This is probably the greatest mistake most firms make when they write a tender. The object of a bid or tender is to persuade the bid or tender reader to buy from you or to allow you to progress to the next stage of the bidding process. Too often, writers simply describe their business or their systems and processes and forget to demonstrate added value and a reason to buy.

You see, writing a bid or tender proposal is almost the opposite of how you would normally structure your writing.
It’s no good leaving your best information until the last minute: you need to be convincing and compelling from the very first sentence. Present the information that they want up front and get them interested. It’s a bit like a press release, although you hope they will read further than the first paragraph!
Yes, you are still going to have to explain your methodology and how you will deliver the work, but if there is anything about your bid that you really want them to know, anything about it that is special and gives it that extra competitive edge, then you should tell them at the first available opportunity. Clearly explain to the buyer what you can do for them, what the benefit of it is, what it means for them, and only then tell them what the approach is.

The objective is not to deprive them of necessary detail or to be disingenuous, but to give them what they want, in the order in which they want it. You must provide a reason to bother reading the finer grained detail (that’s where the devil is!). Think about why the evaluator is reading it in the first place. They are evaluating what you are proposing in order to do two things: get through the formal evaluation process (completion of scoring forms) and make a selection. Unfortunately the former is often the primary reason, especially in local authorities and similar. However, you need to remember that a number of very large organisations are now using the same process and systems for bid and tender submission and evaluation.

When your bid documentation is being examined, the evaluator is looking for the best (or worst) way to score you that the rules allow and why they should/should not select you. Don’t give them reason to de-select you: grab their interest, hold it by telling them what’s in it for them, and you will increase your chances of success. Do not hide your light under a bushel. Shout it out, catch their attention and win that bid!

If you need help or assistance with your PQQ writing or submitting a tender call Executive Compass®  now.