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..
When pricing, you may wish to apply a contingency to allow for cost variations. This would apply, for example, where the cost of a raw material may vary significantly during the contract duration, where there is uncertainty in the project scope or where external factors such as weather could impact on delivery. Make sure the … Read more..
There is no place in a bid or proposal document for generic marketing material such as a case study or glossy brochure. As the proposal will be specific to the client and the contract, all attachments should be directly relevant too. This means that your case studies should be tailored to show relevance to the … Read more..
If you receive feedback that your quality procedures are not adequate, either during a tender process or when delivering a project, it is vital that you amend them. While it may be tempting to think “they work for us”, weak procedures will lose you vital points. It is not necessary to have ISO accredited systems … Read more..
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..
When the clock is ticking and you don’t have enough hours in the day to complete a proposal document, make sure you prioritise the important tasks. The most important thing to do is to ensure your bid is compliant by checking you have answered all the client’s questions and attached all the relevant information. The … Read more..
When preparing for a pitch, it is important that the whole team prepares together otherwise you risk looking like a disjointed group of individuals during the presentation. A good approach is to spend time critiquing each other’s presentations to achieve consistency in tone and messaging. Having got through the initial stages of selection by preparing … Read more..