Focus on the Readers in Your Bid Documents
It is easier to write a customer focused document if you concentrate on the individual readers rather than the organisation.
Customers
Tips and advice on importance of tailoring your bids, tenders and proposals to suit the needs of your customers.
Structure your Bid Proposals for Client Scoring
Proposals should be designed to be evaluated, not just read.
Answer the Question
As I review tender responses, I often have to ask, ‘Where is the answer to the question?’
Options and Alternatives – Keeping Proposals Client Focused
Many clients are pleased to see alternative solutions or methodologies in the proposals they receive. They acknowledge that suppliers may be more experienced and thus able to suggest improvements to the specification.
Influence The Customer
Winning proposals are those which give the customer what he wants.
Your Proposal is About the Client, Not You
The reader does not want to read a generic description of someone else (you) in a proposal. They want to read about what you will do for them if they accept your proposal.
Top Marks – Customer Scoring on Your Bid
Scoring criteria frequently includes something akin to “shows excellent understanding of our needs”.
Generic Text in Your Bid Proposals
If you rely heavily on generic text when writing a proposal you are likely to be seen as lazy or lacking customer focus.
Reading the Whole Question
When an invitation to tender sets out specific questions for you to answer, you should take note of the wording they use.
Catering your Tender to Different Reader Types
Think about the different people who will read your document and write accordingly.
