Your bid and tender documents should be designed to win and not just to be compliant otherwise the client’s selection will be made on price. To structure a winning bid, you need to agree a win theme at the outset and then ensure all contributors weave it into their parts of the response. A win … Read more..
It can be very tempting to produce standard proposal templates and give staff rigid guidance about what to insert in each section. While this can help with consistency, it does tend to lead to very generic proposals. It is better for staff to understand what needs to be written so they can produce tailored material, … Read more..
Increasingly, clients are evaluating potential suppliers during a presentation interview, rather than just by their written submission. To prepare for interview you should think about the areas which are likely to concern the client and decide how to address them. This will ensure you are ready to answer any difficult questions and can have relevant … Read more..
‘Our Case Studies are letting us down!’ How to make them work for you. Case studies are a vital part of any bid, whether they are stand-alone elements or incorporated into your answers. Writing a case study can act as a key way in which you can prove your capabilities, experience, expertise and resources. However, … Read more..
‘We want to win the bid, but don’t want to give away the farm!’ The fine art of adding value. When you’re putting together a tender it can often feel as if your arm is being twisted to offer too many extras, add-ons and other ‘freebies’ to sweeten the deal and get your company picked. … Read more..
A Tender Presentation is a key part of most bids. Getting asked to do one normally means you’ve made the short list. So it’s vital to get them right, as, at this point, the bid is yours to loose. Presentations throw up a number of challenges. Often preparation time is short. It can also be … Read more..
All too often companies lose tenders to competitors that undercut them on price, even though they offer a superior product or service. If you’ve experience this frustration, then it could be because your bid contained no obvious reason for the client to choose you over your cheaper rival – even though you knew that you … Read more..
‘I just don’t know what they’re looking for!’ The challenge of reading between the lines. Far too often, the questions in a tender document can be poorly worded or vague. Even more frustrating are those questions that are open-ended or which seem to be asking you to ‘read between the lines’. This means that it … Read more..
Not sure what details to include when writing your bid? Think about your different audiences. Bid writing is an exercise in persuasion. You have to give the people you’re talking to a good reason to hire you. But it’s difficult to know what to write – what level and scope of detail to include – … Read more..
Producing a bid or tender can be very stressful and it usually involves significant effort from those involved. A good time to reflect on this is immediately after the document has been submitted. This timing allows you to recognise the successes rather than wait for a final outcome, which may be influenced by factors which … Read more..