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Tendering Top Tips

Executive Summary

An executive summary is a key part of any bid, proposal or tender document. Try to write text which conveys your key messages with an upbeat tone rather than merely summarising the contract. Having read the executive summary, the evaluator should know why you are the best company for the job.

Bid Review

A review often identifies sections which are unclear or have been missed so it is therefore a vitally important stage in the bid process. Despite this, many companies allow the review period to be compressed or even omitted due to pressure of time. Ensure reviews are correctly prioritised and adequate resources are allocated to them.

Video Clips

Some clients are now happy to receive video files within bid and tender submissions. However as the majority of tenders are still evaluated in hard copy, you need to ensure that they will be accepted before sending them. If you do include videos, make sure the contents are relevant and tailored to the contract.

CVs and GDPR

It is a common myth that companies can no longer provide CVs in tenders due to data protection regulations (GDPR). This arose from inaccurate interpretation of the requirements, combined with unwieldy company processes. CVs can give you competitive advantage so challenge internal rulings and ensure they can continue to be used.

Refer to Spec

It is usual for a client’s tender to include a specification for the services they require. When writing your response, it is important that you refer to this specification, or elements of it. This shows that you are tailoring your solution to their requirements and not simply giving them an ‘off-the-shelf’ service.

Showing Value

When writing a winning bid, you need to justify the price you intend asking. Delivering the client’s stated requirements will only command an average price; to charge more you must describe what else they will get. This can be anything the client values and might cover areas such as risk-avoidance, increased scope or exemplar service.