When Tender Writing, you can be faced by a challenging task. Although you may be a subject matter expert in your industry, writing an effective bid requires a distinct skillset. You need to understand the rules of the game, and then take a considered, measured approach to writing a winning tender.
Before you jump headfirst into writing the responses to the questions set out in the invitation to tender (ITT),Make sure to:
Read the tender specification very carefully. Then read it again. Highlight any areas that need attention, such as the buyer’s priorities or key themes that you will need to address in your responses. You should also identify how to submit the response, the deadline, formatting guidelines and word/character counts.
Read each question with your own questions in mind. Why are they asking this? What information are they looking for?
Make sure you raise any clarification questions in good time as the clarification deadline may be significantly before the submission deadline. You might want to clarify elements of the specification, nuances of tender questions, or your eligibility to bid.
Be persuasive, not descriptive, and frame the key benefits of your proposal in terms of advantages to the buyer. How can you help them achieve their objectives?
Make sure your answers are comprehensive. We often see failed tenders with one sentence responses to questions. Word limits provide an indication of how much depth you are expected to go into; if there is a word limit of 500 words, a one-line answer will not suffice. Always expand on your answers and give as much detail as possible.
Keep the language simple within your responses. Remember that your intention is to communicate clearly the benefits that your organisation can bring to the contract. Flowery words will not gain you extra points and will just make your submission harder to read and evaluate.
Make sure you clearly reference the question numbers in your responses, and that any evidence is labelled correctly. Otherwise, you can’t complain if they don’t consider it during evaluation, and your tender could even be marked as non-compliant
Make sure you provide back up for the claims in your responses — you cannot rely on the evaluator to take your word for it. Reports, statistics and even testimonials can help to convince the buyer of your organisation’s strengths.
Have your submission proofread and reviewed by someone who has not been involved with the preparation. A professional, fresh pair of eyes can spot costly mistakes and weak areas.
Your tender should be professionally presented with a consistent design throughout. First impressions are often crucial, and you want to be perceived as professional, polished, and serious about the tender process.
If you would like more information on how to write a tender, we offer a professional bid writing courses to help you succeed in winning future bids.
How do you write a tender?
There are many steps to take when writing a tender to ensure the best possible submission. Companies often fail by making very simple mistakes that can be easily avoided. Check out some of out top tips in this video below:
If this seems a little daunting, Executive Compass® can help you. Contact us today to find out how we can work with you to secure more contracts.