Posted on 07-07-2010 at 01:00
Writing a Tender
Writing a tender-Myth Busters
Winning business through tenders is common practice nowadays and there are lots of myths around the process of tender writing – but the reality is often a different story.
MYTH: Companies will only ever choose the lowest bid
In reality, price is important, of course, but organisations are usually looking for “best value”. The winning tender will not necessarily be the cheapest; instead it will be competitive on price, both in the short- and long-term, and will perfectly match the requirements of the contract.
MYTH: Writing a tender is expensive
In reality, writing a tender can cost as little as a stamp and some headed paper! Of course, you also have to factor in the time lost while you prepare and write the tender. On the other hand, it may be more cost effective to employ the services of a professional tender writer, who will take the information you give them and turn it into a well written tender.
MYTH: What’s the point of bidding on a contract? They’ve probably already got someone lined up for the job!
In reality, this can happen – to check out the market or make up the numbers - but most tender requests are genuine. If you write a tender and are unsuccessful – for whatever reason - look on it as a practice run and an opportunity to define your company’s strengths and weaknesses.
MYTH: Only established companies with three years’ accounts can apply for public sector contracts
In reality, this shouldn’t be a problem. If your tender fulfills all the requirements of the contract you will stand as much chance as anyone. If you are rejected for lack of accounts, contact the Office of Government Commerce who may be able to help. (www.ogc.gov.uk)
MYTH: Writing a tender gives away all my trade secrets to the competition!
In reality, all tenders submitted for a contract are confidential. If you win the bid, though, your tender will eventually be made public through the Freedom of Information Act. It’s worth marking trade secrets as “Commercially Confidential” or, if information is particularly sensitive, consider securing a non-disclosure agreement.
MYTH: Writing a tender is too complicated. Can’t I just agree the details verbally?
In reality, writing a tender demonstrates that you fully understand the requirements of the contract and have the resources and knowledge to fulfill it completely. It also saves disagreements later because you both know exactly what the deal is. And if you get shortlisted, then you’ll have the opportunity to talk about it.
MYTH: Anyone can write a tender
In reality yes, anyone can write a tender. However, you will not be shortlisted if your tender is unstructured, badly written or poorly researched. Tenders are very detailed and there are specific issues that need to be covered. A professional tender writer will work with you to write a tender that is well structured, accurate and gives you the best chance of being shortlisted.
MYTH: Most public sector organisations only give business to local companies
In reality, this doesn’t happen and, in the case of local councils, it is actually illegal to award contracts solely on geographical grounds (Local Government Act 1988 (section 17)). With government funding at a premium, the public sector is looking for the tender that offers the best value – and that could be you rather than the business on their doorstep.
MYTH: When it comes to tendering, the same businesses win all the work
In reality, this may be true – simply because they write the best tenders. Successful bidders will research the market thoroughly and write tenders that answer all the questions with lots of relevant detail. They will also fully understand the tender process – which is why using a professional tender writer will give you the best chance of success.
Executive Compass Tender Writing Services
Executive Compass PQQ Writing Services
MYTH: Companies will only ever choose the lowest bid
In reality, price is important, of course, but organisations are usually looking for “best value”. The winning tender will not necessarily be the cheapest; instead it will be competitive on price, both in the short- and long-term, and will perfectly match the requirements of the contract.
MYTH: Writing a tender is expensive
In reality, writing a tender can cost as little as a stamp and some headed paper! Of course, you also have to factor in the time lost while you prepare and write the tender. On the other hand, it may be more cost effective to employ the services of a professional tender writer, who will take the information you give them and turn it into a well written tender.
MYTH: What’s the point of bidding on a contract? They’ve probably already got someone lined up for the job!
In reality, this can happen – to check out the market or make up the numbers - but most tender requests are genuine. If you write a tender and are unsuccessful – for whatever reason - look on it as a practice run and an opportunity to define your company’s strengths and weaknesses.
MYTH: Only established companies with three years’ accounts can apply for public sector contracts
In reality, this shouldn’t be a problem. If your tender fulfills all the requirements of the contract you will stand as much chance as anyone. If you are rejected for lack of accounts, contact the Office of Government Commerce who may be able to help. (www.ogc.gov.uk)
MYTH: Writing a tender gives away all my trade secrets to the competition!
In reality, all tenders submitted for a contract are confidential. If you win the bid, though, your tender will eventually be made public through the Freedom of Information Act. It’s worth marking trade secrets as “Commercially Confidential” or, if information is particularly sensitive, consider securing a non-disclosure agreement.
MYTH: Writing a tender is too complicated. Can’t I just agree the details verbally?
In reality, writing a tender demonstrates that you fully understand the requirements of the contract and have the resources and knowledge to fulfill it completely. It also saves disagreements later because you both know exactly what the deal is. And if you get shortlisted, then you’ll have the opportunity to talk about it.
MYTH: Anyone can write a tender
In reality yes, anyone can write a tender. However, you will not be shortlisted if your tender is unstructured, badly written or poorly researched. Tenders are very detailed and there are specific issues that need to be covered. A professional tender writer will work with you to write a tender that is well structured, accurate and gives you the best chance of being shortlisted.
MYTH: Most public sector organisations only give business to local companies
In reality, this doesn’t happen and, in the case of local councils, it is actually illegal to award contracts solely on geographical grounds (Local Government Act 1988 (section 17)). With government funding at a premium, the public sector is looking for the tender that offers the best value – and that could be you rather than the business on their doorstep.
MYTH: When it comes to tendering, the same businesses win all the work
In reality, this may be true – simply because they write the best tenders. Successful bidders will research the market thoroughly and write tenders that answer all the questions with lots of relevant detail. They will also fully understand the tender process – which is why using a professional tender writer will give you the best chance of success.
Executive Compass Tender Writing Services
Executive Compass PQQ Writing Services
