There is no substitute for having people who know what they are talking about contribute to tenders. While it can be tempting to allow busy technical people to get on with their ‘day job’ or ‘fee earning work’, it is a false economy to omit them from bid writing tasks. Winning work is vital to … Read more..
In terms of objectives, there is a difference between asking senior staff to review a tender and asking them to approve it. ‘Review’ implies that constructive feedback will be given, leading to content changes, while ‘approval’ relates to financial sign-off and risk evaluation. A good bid manager will ensure each stage is allocated to the correct people, at the … Read more..
A good bid process is easily understood by all staff and is adhered to in all departments. It should capture the steps needed to take the bid from initiation through production and approval, on to the final wash-up and tracking. As with all processes, it should be reviewed annually to ensure it is fit-for-purpose and … Read more..
It is sometimes necessary to create a CV which suits the client’s requirements for a role. As an example, you may need an Account Manager but don’t have that role within your company so will have to adapt a CV from a Sales Manager. Ensure their CV highlights all their relevant Account Management experience and … Read more..
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.