Simply being seen as different to others in the market (having a Unique Selling Point) will not win you a contract. To award you the work, clients must believe they are receiving more of what they value from you than from your competitors. As such, bid writers need not worry about differentiation but they should always … Read more..
The executive summary is the most important part of your entire bid, proposal or tender document. It should start with a section describing where the client is now and why things need to change. It should also contain details of your proposed solution, reassurance that you are a capable organisation and information about your win … Read more..
It is sometimes necessary to state the assumptions on which a proposal is being made. A common mistake is to list them in a negative way which may cause the reader to feel short-changed. It is better to use positive phrases such as “all values up to 100 will be covered” rather than “values over … Read more..
A proposal’s cover letter should be thought of as a mini executive summary. You should avoid merely stating your appreciation for the opportunity to submit an offer or your ability to comply with their requirements. The letter should be upbeat, compelling and include clear guidance about the next steps and/or contact information.
If you have a big document to produce it is helpful to know how much time you will need to complete it. The first step is to collect rough figures about the time it normally takes you to draft, to tailor and to proofread material. You can calculate the number of hours needed by using … Read more..
Deciding how much profit margin to add to your price can be difficult, especially when you are in a competitive situation. When writing a proposal or tender, you have the opportunity to justify the amount you charge by describing the value of your service. Once you are confident that you have captured the value, you … Read more..
Successful bid and tender writers display many of the same qualities as good project managers. They plan their time and resources carefully whilst also balancing client and company pressures. While not every bid will win the work, they can all be successful in terms of delivering a strong document in a cost effective and timely … Read more..
It may be tempting to start the New Year afresh however good practice involves learning from what has gone before. A quick analysis of your previous year’s bids and proposals will probably provide some useful insights. Having taken time to consider the findings, you should then decide how to focus your activities in the year … Read more..
Traditional written responses are still essential in many areas of bidding however there are times when a more innovative approach will be welcomed. You could give a dynamic team presentation, invite the client to evaluate you ‘at work’ or submit video footage as part of the tender. Think about the client and their working environment, … Read more..
Good bid managers have many of the same traits as effective project managers. They know how to set deadlines and adequately resource their project but they are also aware of other business demands. While tendering does have a high strategic importance, it is sometimes necessary to juggle priorities and be flexible.