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.
When making a tender presentation, most people assume the audience will have read the written submission.
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..