Compelling Win Themes in your Proposals
Win themes must be tangible and evidence based. They should clearly differentiate you from your competitors.
Customers
Tips and advice on importance of tailoring your bids, tenders and proposals to suit the needs of your customers.
Addressing the Client’s Needs from the First Invitation
Never forget the ‘bigger picture’ when reading a client’s invitation to tender.
Obvious Compliance Matrices, Keeping it Clear for the Customer
Most companies submit compliant proposals where they meet, and even exceed, the customer’s requirements but this is not always obvious.
Clear and Flexible Pricing
When you present your price it must be crystal clear what is included in that price. This helps build trust between you and the reader.
Partnering and Tenders
When you are considering a partnership approach to tendering there are a number of different options available to you.
The Client is Usually Right
When you receive feedback following an unsuccessful tender, try to ensure the conversation does not become confrontational or defensive.
The Benefits of Bid Meetings
Pre-bid meetings offer great opportunities to gain insight into clients’ requirements.
Draft Responses
Where you have multiple questions from the client, it is important you achieve a balance across your responses.
Starting a New Proposal
When faced with a blank piece of paper and a proposal to write, most people begin by reaching for the last one which appears similar.
Keep your Tenders Ahead of the Competition
When writing a proposal, you should aim to do two things:
