Posted on 10-09-2010 at 01:00
Tender writing and the importance of detail
The key to writing a successful tender is to include lots of detail – and tailor it to suit the client.
Today, more and more contracts are put out to tender, and the most successful bidders are those who have learnt that their tender application needs to be well written and stick to the word limit without sacrificing the detail. These steps will explain why detail is so important to help you write a winning bid.
1. Read the questions carefully
Much like with an exam, make sure you read through ALL the questions before you start filling in the tender. It’s important to get lots of detail into every section, but you need to make it relevant. If you include too many details into the opening sections, you may find you repeat yourself later on where there are more specific questions. Make sure you only include relevant information in the right place and don’t repeat yourself unnecessarily.
2. Focus on the client
Before you start writing the tender, ask yourself what it is the client really wants. Put yourself in their shoes and think about what information you would want to see. Rather than explaining what you’re good at, talk about the client’s needs and problems, and how your skills and resources will benefit them. You could also consider adding details about who will be managing the project, including their past experience and credentials; this will create a bond between the client and your staff and demonstrate that you have the right people in place for the job.
3. Be practical, yet realistic
Make sure you include lots of details about your resources, skills, staff and previous experience. If you have worked on a similar project before, use it as a case study and highlight the areas that are of most relevance. However, don’t over-promise; if you identify any potential problems, be honest and explain in detail how you plan to overcome them.
4. Provide a detailed timetable and cost plan
Tenders are not always awarded purely on price or timescale, but you do need to show that you can deliver to cost and on schedule. Include a detailed timetable to demonstrate that you’ve thought about each stage of the project and know what is involved. Break your quote into sections with details outlining what is included in each, so the client can clearly see where their money will go if they award you the contract.
5. Remember that the devil is in the detail
It’s often the small details that let tenders down. Don’t rely on the spellchecker to pick up typos and errors; get a colleague (or several) to read through your application. Check and double check your figures, and make sure that everything adds up. Make sure that your finished document is consistent – for example, use the same typeface and spacing throughout. Finally, check that any additional information – such as H&S policies, references etc – are included as appendices.
Tender Writing
PQQ Writing
Today, more and more contracts are put out to tender, and the most successful bidders are those who have learnt that their tender application needs to be well written and stick to the word limit without sacrificing the detail. These steps will explain why detail is so important to help you write a winning bid.
1. Read the questions carefully
Much like with an exam, make sure you read through ALL the questions before you start filling in the tender. It’s important to get lots of detail into every section, but you need to make it relevant. If you include too many details into the opening sections, you may find you repeat yourself later on where there are more specific questions. Make sure you only include relevant information in the right place and don’t repeat yourself unnecessarily.
2. Focus on the client
Before you start writing the tender, ask yourself what it is the client really wants. Put yourself in their shoes and think about what information you would want to see. Rather than explaining what you’re good at, talk about the client’s needs and problems, and how your skills and resources will benefit them. You could also consider adding details about who will be managing the project, including their past experience and credentials; this will create a bond between the client and your staff and demonstrate that you have the right people in place for the job.
3. Be practical, yet realistic
Make sure you include lots of details about your resources, skills, staff and previous experience. If you have worked on a similar project before, use it as a case study and highlight the areas that are of most relevance. However, don’t over-promise; if you identify any potential problems, be honest and explain in detail how you plan to overcome them.
4. Provide a detailed timetable and cost plan
Tenders are not always awarded purely on price or timescale, but you do need to show that you can deliver to cost and on schedule. Include a detailed timetable to demonstrate that you’ve thought about each stage of the project and know what is involved. Break your quote into sections with details outlining what is included in each, so the client can clearly see where their money will go if they award you the contract.
5. Remember that the devil is in the detail
It’s often the small details that let tenders down. Don’t rely on the spellchecker to pick up typos and errors; get a colleague (or several) to read through your application. Check and double check your figures, and make sure that everything adds up. Make sure that your finished document is consistent – for example, use the same typeface and spacing throughout. Finally, check that any additional information – such as H&S policies, references etc – are included as appendices.
Tender Writing
PQQ Writing
