Tendering Top Tips

They have no vested interest in giving you detailed feedback and are often worried that a discussion will lead to a challenge about the scoring. If you make it clear that you are seeking feedback to help improve future submissions, you may receive more detailed comments about areas of weakness and strength.

If this happens, stop writing and start thinking. The client does not want repetition so try to interpret what they might want, instead of just answering the basic question. By interpreting the client’s requirements you will identify new items that could be relevant to each question.

You should, however, also involve people who can think like the customer and those who have a eye on commercial factors. A well-rounded bid contains text that appeals to a variety of reader types. Do not write for just one type of person.

Statistically, most people with a moderate form of red/green colour blindness will only be able to identify accurately 5 or so colours from a standard range of 24 colours. This means you should use a small number of very different colours, rather than multiple shades of similar ones.

Ensure that proposal documents do not make promises that project staff cannot keep. The best bids incorporate a mix of technical, commercial and sales inputs.

Its purpose is to give the customer confidence that your method of delivery is better than anyone else’s. Cut out all generic text and concentrate instead on addressing the customer’s specific needs.

Who needs rhetorical questions? Don’t use commas, that, are not, necessary.
Never use a big word where a diminutive alternative would suffice.
Be more or less specific.
Don’t never use no double negatives.
Proofread carefully to see if you any words out.
Always be sure to finish the sentence that

You want to build trust, and presenting a thought-through approach will do this. Do not be tempted to avoid mentioning potential problems. You should prove to the client that you are aware of the project risks, and have adequate resources and experience to deal with them.

Within the document there should be a comprehensive description of the goods or services which will be delivered, along with a business case stating why your company should be selected. The document should address the recipient’s objectives and concerns, thereby giving confidence in your offering.

These documents should be ‘ready-to-go’ so that time is not wasted updating them when a submission deadline is looming. Check that dates, responsibilities and signatories are all correct before filing them in an easy-to-find place.

Public sector rules are sometimes broken and when this happens, you should challenge the relevant authority. The route for challenge depends on the country but these are always published. In Scotland, for example, you should use the Government’s Single Point of Enquiry.

If your bids contain complex data or graphs, the formatting must be flexible enough to allow you to display them clearly. Headings must be clearly distinguishable from text. Corporate branding must not be overpowering. Once you have an agreed style it is important to use it diligently otherwise customers may be issued with ‘Frankenstein’ documents.