Level of Detail

Clients often give clues about the level of detail they require in their ITT documents however many respondents miss them. If questions include words such as “describe”, “explain” or “step-by-step”, you should write a descriptive response. Where questions simply ask for “confirmation”, more concise answers are likely to be appropriate.

Hidden Questions

As you read the client’s questions, you should try to read between the lines to interpret their requirements. Think about why they might be asking the questions, what they might be looking for and which elements of your service they would value. By answering these questions you will formulate comprehensive and persuasive responses.

First Steps

As soon as you have access to the documents, read everything carefully in order to understand the full extent of what needs to be completed. The next step is to establish the roles and responsibilities of the people who will be involved in writing and gain their commitment. Finally, project manage the preparation of the … Read more..

Get Ready

The quieter summer period is a great time to review your tender library and check that all relevant materials are easily accessible. Typically, organisations should have the following information ready to submit or edit as required: commercial data and certificates, policy documents, technical specifications and procedures, case studies, CVs and training records. Having a comprehensive … Read more..

Innovative Pricing

There are many ways to offer innovation in the commercial section of a bid, even when presented with a prescriptive template. Think about the benefits the client will gain with different pricing models and present these alongside the actual prices. It may be necessary to submit an “alternative offer“, in which case you should clarify … Read more..


Many proposals ask specifically about the management of risk but even when they do not, it is an area which needs careful consideration. The risks may be to time, budget, delivery, safety or image.  They may or may not be within your control.  They may affect the client, you or other stakeholders. All clients want … Read more..