Try to establish why they are tendering and where the work fits in the wider context of their industry. You may identify an unstated need such as a requirement for subcontractor management or specification flexibility. Responding to these needs could give you the winning edge and/or justify a more generous price.[jetpack-related-posts]
Addressing the Client’s Needs from the First Invitation
Never forget the ‘bigger picture’ when reading a client’s invitation to tender.