It can be frustrating to be asked slightly different versions of similar questions by different clients in different tenders. While the temptation is to use a standard response which covers all aspects of a topic, you should approach each question as if it is the first time it has been written. Ask yourself what has … Read more..
ISO certification such as 9001 (quality management), 14001 (environmental management) and 27001 (information security management) used to be seen as an added value item when tendering and gained additional marks. As more companies gain these certificates, many clients now expect them and deduct marks from those which do not have them. To maximise the impact … Read more..
Where a client asks for certain capabilities or qualifications, it is foolish to submit a response which lacks these. If necessary, ask the client to confirm that they are essential and also make suggestions about alternative resources before submitting the document. If this is not acceptable, consider outsourcing one or two elements of the work … Read more..
Resist the temptation to include standard promotional text in proposals or to provide details of additional services which are available. Your proposal should be tailored so that it focuses on the client, their project and their needs. Any generic marketing material and sales statements are likely to be ignored or viewed in a negative light.
A flow chart is a great way to show potential clients the key stages in a complex process. The flow chart should be clear and detailed yet not contain so much information that makes it difficult to digest. Ensure you include all steps which are relevant to the contract such as feedback or continuous improvement.
When making a tender presentation, most people assume the audience will have read the written submission.
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.
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.
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..
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..