Tenders are often stressful processes, requiring considerable investment of time and resources to meet the ever compressed response timeframes. But as an organisation in a tendering process, you have an opportunity to learn more about yourselves and your customers’ needs for every day of the tender.
Are you getting feedback from evaluators that your proposal doesn’t always answer the ITT questions? Before you copy content from your previous proposals, consider developing a content guideline.
What voice and tone should we use when writing a tender response? It’s about striking a balance between delivering a professional response and making sure the customer is engaged when they read your proposal.
Referee and case study questions may only comprise a small part of a tender response, but their effect can be very powerful. Don’t fall into the trap of copying and pasting case studies from previous responses, or let the opportunity to prove your worth pass you by.
I spend much of my time training and advising businesses on how to win tenders. Not surprisingly, many of the people I work with tell me that they find writing bids and proposals a time consuming and frustrating task. However, they all recognise that tenders are the lifeblood of their companies and that winning bids is, in many ways, the most important single thing that they do.
Most companies allocate annual marketing budgets to get their message out there. But how much do we put aside for our tendering budget? In some industries tender responses are the most important marketing documents a company has. Planning your expenditure for professional presentation of your tender responses can pay off.