Motivating subject matter experts to write responses can be tricky but it is essential to get their contribution. You can make it easier for them by breaking the question into its constituent parts and simply capturing what is required. Another option is to ask them to contribute verbally to an outline planning session. Finally, you … Read more..
When trying to achieve a tight word count limit, it is false economy to cut narrative which explains the benefits of your solution or shows previous experience. There is always a danger that you will end up with a generic, factual response which can only ever be marked as ‘average’. You must balance the requirement … Read more..
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..
Writing bids and tenders is a skill which does not come naturally to most people, particularly those who come from technical disciplines. An in-house training course is a cost-effective way of improving the quality of bids and increasing win rates, without engaging additional resources. Once trained, staff are confident and skilled at producing highly relevant … Read more..
At interview, the client is looking for evidence of a cohesive team which will work together and not a group of individuals who are only interested in their own area of expertise. When preparing for a tender interview, make sure everyone in the presentation team is familiar with all aspects of the tender document. This … 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..
Many people think they have been unfairly evaluated because they were not awarded high marks, despite being able to do the job. Being able to do a job is not enough to score well. You must write down everything that is needed to convey the right information. Analyse your responses critically and compare them to … 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.