When pitching for work, there are different names for the documents you produce: these include tender, proposal and bid. A tender usually responds to specific questions as part of a rigid procurement process, while a proposal or bid tends to be more flexible in structure and format. There is no finite definition for each term … Read more..
The later stages of some projects cannot be defined either in terms of technical scope, resource or price until the earlier stages are complete. When tendering for this type of project, it is important that you reduce the uncertainty to the buyer as much as possible. While it is important that you retain flexibility for … Read more..
There is a proverb about giving a man a fish and feeding him for a day or teaching him to fish and feeding him for life. Engaging a consultant to help write a single tender is a short-term fix which may be effective. It is usually quite expensive. Effective training, which is tailored to the … Read more..
I am sure many of you have decided that ‘things will be different’ for the next tender. It is common to resolve to be more efficient, learn from feedback, write more concisely and/or plan more effectively. January is a good time to put new processes in place so think about where you can improve and … Read more..
A good bid library contains multiple well-referenced documents including stock answers, CVs and policy documents. The generic material must be topped and tailed to make it specific to the opportunity, however having captured the core material ahead of time, this task becomes relatively straightforward. Why not take a day in early January to review your … Read more..
Successful companies know how long it takes to prepare, write and review a typical tender section or answer. This allows them to estimate the inputs required when a new opportunity arrives and to resource the tasks appropriately. It enables informed decisions to be taken about the availability of staff and to avoid last-minute panics.
If you lose a bid the feedback you get may be very limited, particularly when dealing with the private sector. You will probably be told you lost “on price” as this is the easiest way for the client to avoid any further discussion. When you follow-up you should ask about specific sections so you are … Read more..
Where a question asks you to describe a process, it is not enough just to give a generic list of steps. As with all responses, you should make the description specific to the client or contract so they can easily see how it will work for them. One way to do this is to write … Read more..
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.
When you are bidding against a company which currently holds a contract, it is easy to get disheartened as you think they have an advantage. Remember that the incumbent’s weaknesses and pricing strategy are known by the client whereas yours are not. Use this information to your advantage by showcasing areas which will be attractive … Read more..