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..
Many companies are overly reliant on one person and fail to address the potential risk of that person not being available. Whether the absence is due to illness, holiday or other commitments, a bid should never stall because one person is unavailable. A good bid manager will always have a back-up plan to ensure the … Read more..
Incorporating a review phase into your bid process can be very valuable, particularly when feedback is linked to scoring criteria. Unfortunately, some reviewers start well but their interest tails off as the document gets more detailed, meaning high-marking areas are sometimes overlooked. A good reviewer will prioritise their time according to the importance of each … Read more..
Developing your team’s tender and proposal writing skills will deliver tangible benefits.
Review teams can add value to your tender process. They are of most use when they include people who were involved in the outline planning of the bid (storyboarding) but not in the actual writing of the content.
In public sector procurement, it is usual for the client team to hold an open session to brief potential bidders and allow them to ask questions.
In bid teams, two things usually happen after a tender has been submitted. If the contract is awarded, the team feel suitably pleased and move onto writing the next one. If they fail, they try to identify areas for improvement in the future.
If you have multiple divisions within your company it is important that the client does not get confused by different brands.
When holding a review meeting after a proposal has been submitted, make sure any improvements identified are actually carried out.
For those with a technical background, branding guidelines sometimes feel unnecessarily restrictive. It is, however, important that a finished document is presentable and well laid out.