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Article Details

Published Date: 9-12-2014
Author: Executive Compass
Category: Tender Writing & Bid Management
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Following bid writing best practice will increase your chances of success when completing both PQQs and tenders.

Tendering Procedures

Aim to minimise risk, play to your company’s strengths and provide detailed examples of your past experience. Use key team members and service specialists to improve your submission before conducting a final review.

The goal of bidding is to win – improve your process and you will win more contracts. Become more efficient by reducing the number of contracts you compete for and increasing your success rate.

Analyse the tender

Before you begin to complete the submission, first analyse both the contract and the tender. Does your company have a good chance of success? Do not bid if there is a large chance of failure.

Obviously there is always risk and a chance of failure, but you should not be bidding if you:

  • Are non-compliant
  • Have no previous experience in this field
  • Do not have enough time to complete a strong submission
  • Know you will probably lose

There are sometimes exceptions to these rules. Often companies choose to tender for a contract they know will result in failure in order to gain the experience and receive constructive feedback. This feedback is then put into practice on a more achievable bid.

Answer the question

Always answer the question. It can be tempting to stray when describing your company or previous experience, but ensure that all information given is relevant to the specific question.

Questions are often limited to a set number of words or characters meaning space is valuable – keep all your answers to the point and directly related to the question. The evaluator is looking for you to hit key points and it is your job as a bid writer to make sure you hit them all.

Evidence and experience

Back up every point you make with evidence or examples of previous experience. Anybody can make an unsubstantiated statement; the highest marks are gained from backing up your points.

However, as mentioned above, always keep the evidence and experience relevant to both the question and the contract. If you do not have previous experience to back up your claims then try to find a link between another contract you have completed that can be tied into it. Another option is to use examples of any notable achievements and service quality across the board.

Review and improve

Where necessary, utilise key staff members in order to improve the quality of your tender. Interview the service specialists and department heads to gain a key insight into what makes your company stand out and what you can offer.

Always have the submission reviewed by another staff member or external proof reader. This will ensure that the content is of the highest possible quality.

For more information on completing PQQs and tenders, you can download our top tips. Or check out the video below:

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