Want To Write A Winning Tender?

Times are hard and you want to tender for some more business, but you don’t want to waste your time writing proposals that do not win new business.  So how do you ensure that you write a winning tender?

There are three most important parts of a tender:

The Executive Summary: This is the part that is usually read first and always read by the person who will make the final decision as to whom has won the bid.  It should include:

·         A summary of the key points of your proposal.

·         It should paint a picture of the solution you will provide together with how it will solve the business problems they have provided for you in the Invitation To Tender (ITT).

·         It should outline why you are the best company to complete the required project.

·         Thank them for the opportunity of preparing the bid and then outline how your two companies can work successfully together in the near future.

Your Key Differentiators: When evaluating proposals a company is always trying to find differences between the bidders and which one is better.  So tell them!  Now is not the time to be modest.

·         Demonstrate that you understand their business problems and that you have the best solutions for them.

·         Tell them what you are best at but don’t rubbish the other companies.  Slant you tender so that your strengths always show and your weaknesses are hidden.

·         Leverage on any similar projects you have completed or work you have done with the company.  In a large company they may not know if you have worked with another department or office block.

·         Focus on what is important to the customer.  Many bidders or proposal writers forget this.  It will score you a considerable number of evaluation points and show that you are understand the business they are in.

·         Be professional, tidy, polite, consistent and complete in all your dealings with the company, particularly with your tender and in any presentations or question sessions you may attend.

Price and Value: Price is always important in an evaluation.  Often you will be told the rating that is being placed on a price.  A company will also look at the value that you will provide to it during and after a project.  Emphasise that you will assist their staff, work happily with them and teach them as appropriate.  Show how your professional work will not disrupt their business.  Ensure that you have priced your proposal well.  Indicate what kind of benefits that working with your company will bring.  Show how easy and cheap it is to upgrade and extras to your tender.

Remember all of the above and you are well on the way to writing a winning tender.  Good luck.