Community benefits are best described in terms of employment, training, supply chain and community engagement. Wherever possible, make the activities quantifiable and describe how they will be measured and/or reported. It is particularly effective to include evidence of community benefits delivered on previous similar projects.
Providing a generic response to a tender question is quick and easy to produce however it will not score highly. Customers want assurances that what you ‘normally’ provide will be appropriate for them. Even though you may be using library material, it must be tailored to show you have considered the client and the project.
There is no substitute for having people who know what they are talking about contribute to tenders. While it can be tempting to allow busy technical people to get on with their ‘day job’ or ‘fee earning work’, it is a false economy to omit them from bid writing tasks. Winning work is vital to … Read more..
Some tender documents appear to ask the same thing repeatedly, meaning you may think you need to write the same thing in multiple places. While this is occasionally true, it is more likely that you have misinterpreted the buyer’s requirements. Check the context within which the question is being asked and ensure you think laterally … Read more..
When deciding how to structure a proposal, try to make it as easy as possible for the evaluators to find the things they need. You should resist the temptation to put the sections you find most interesting ahead of the less exciting ones. If you stick to the order in which they ask for items and … Read more..
When writing any business document, it is important to keep the objective in mind. The objective is determined by considering who the readers will be, what level of knowledge they are likely to have and what impression you want to create. With bids and proposals, your objective is to ensure all evaluators understand and believe … Read more..
An effective way to summarise a process or show an organisational structure in a tender is to use a graphical image. Many people assume expensive software is needed, however you can easily produce high-impact graphics within your normal MS Office package. Design your organisational chart or process flow diagram in Powerpoint and then use “paste … Read more..
Time spent developing and maintaining your bid library will be repaid many times over. If you have good file-copies of responses to typical questions, they will make it considerably quicker to produce a final answer. Remember that you must still tailor the text to the individual contract and ensure that it answers all parts of … Read more..
When a client issues scoring guidance, you should use it to frame your response because it indicates the areas in which they are most interested. Take note of the weightings and marking proportions you have been given, and use this to decide about the level of detail you need to provide. Some questions may contain … Read more..
It is a difficult decision to withdraw from a bid, particularly once staff have started to compile responses or work on technical solutions. Many firms continue investing time and energy in a document despite knowing that the solution is not viable and/or the bid is not going to win. Good bid managers recognise that new … Read more..