Stating the Obvious

I was asked by a potential client if I could help him. He said he never won any business through tendering and did not know why. The last tender particularly vexed him because of the amount of effort he had put into the submission.

My first question to him was ‘Why should you be awarded the work?’ He could not give me a convincing answer and that was the reason he was not winning work.
Everyone submits documents saying they can do the work. The awards go to those who clearly demonstrate why their submission is the better than the rest.