Every tender that you write
is different and every tender request that is sent out is unique which makes
producing a winning tender on a regular basis very difficult. Fortunately there are some factors that are
common to all tenders and if you understand these then your chances of winning
that next big bid are much higher.
When writing any tender you need to answer the questions that are asked. It seems a simple task but always difficult to achieve. When you first receive your RFP (Request For Proposal) you should take time to read it several times and ensure that you really understand what your potential customer is seeking.
Now look at the evaluation criteria which are in the RFP. The highest marks are for the items that they really care about. Ensure that these high mark items are reflected in your answers and that you understanding of the client’s needs are the same as what their evaluation criteria is saying.
Now you understand what is required you need to check that you can do the work that is required. Be very detailed and honest in your business review as any shortcomings could cost you a lot of money in the future. If you have gaps in your service offerings you could look for another customer to join you in your tender with you.
Now you can start planning and writing your tender. You should ensure that you write in a logical manner that is easy to navigate and comprehend. Obviously you need good grammar and spelling. Include as many images and diagrams as possible.
Your entire tender should provide an assurance that your company can provide the services and goods offered. You are writing both a legal and a marketing document and this is a difficult skill to learn. Many companies use a professional tender writing company who will have written many more tenders than you have.
Once you have your tender, you should ask someone else to read through and check for accuracy and completion.
The expertise of a professional tender writing expert will greatly increase the chance of you winning new business. You can employ your proposal or tender writing expert on a per tender or retained basis. They will have written many tenders that are similar to yours and will quickly understand what thee company are seeking. You will be surprised at how little they will cost when you compare the charge to the extra work you will win.