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..
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..
It is normal to include staff photographs on CVs which are submitted with bid, proposal and tender documents. A good head and shoulders shot is all that is required but you should ensure these are up-to-date and look professional. If you present an assortment of selfies and outdated images, the client will probably form an … Read more..
When preparing an interview or pitch presentation, ensure you think about your audience and their needs. They will want to understand how the team operates, who they will be dealing with and also get answers to their questions. Do not make them endure a slick corporate sales pitch or suffer from death by PowerPoint.
In a proposal or tender, the client wants to know the role your staff will take on their project. If it appears that they are extremely busy with other projects, the client may be concerned about their availability or commitment. Use headings such as “roles and responsibilities on your project” to emphasise the relevant points.
It is normal to be invited to make a presentation (or pitch) during the final stages of tender selection. During your preparation, you need to consider the dynamics within the team as well as the content of the presentation. Assuming you want the client to view your team as a cohesive unit, they must practice … Read more..
There are many different ways of allocating work within a framework. Before bidding to become part of a framework, try to establish the way individual contracts will be awarded. If the volume of work could be very low, or each job will need a mini-tender, you must factor that into your costing.
Technical and operational staff are usually extremely well placed to contribute valuable insights to a bid or tender document. They will, however, often claim to be “too busy” or “not the right person”. Techniques such as storyboarding or outline planning are excellent to quickly capture their knowledge and therefore strengthen the submission.
It is quite common for clients to shortlist two or three companies and ask them to make a presentation at the final stage of tender section. If you are invited to ‘pitch’, do not spend time talking about your company and your other customers. Concentrate instead on how you will deliver the new contract and … Read more..