Archive for the ‘Tender Tips’ Category

Some Request for Tender documentation might offer you the chance to attend a ‘non-mandatory briefing’.  Don’t be tempted to skip these briefings – you might miss out on valuable information that can assist you when preparing your submission. Briefings can be a great opportunity to: look around the room and get a sense of your READ MORE

The impact of proof. Prove that the benefits of your solution will really solve your client’s issues. Demonstrate how/ where you have used this solution before. Provide evidence. State the previous contract successes. Types of proof or evidence include: Client lists and case studies References/ testimonials Associations and memberships (logos) Celebrity endorsements Expert opinion Survey READ MORE

Use jargon free, concise writing for a more persuasive submission. When writing submissions, use plain English rather than formal or impersonal language and avoid any technical jargon or acronyms that your client may not know. Remember, not everyone assessing your submission is a technical expert so make it easy for them to understand and assess READ MORE

“Too long; didn’t read” (tl;dr) Tl:dr is a common phrase on internet forums when a reader thinks a post is too long. This phrase is just as relevant to your tenders. A poorly compiled, badly written submission can dilute your strategy. To avoid assessors skipping over your key messages, use concise and persuasive writing to READ MORE

Before you start writing a tender know what you are going to say. Make sure you have a clear strategy in place and all of your authors understand what that strategy is. You need a thorough understanding of what the opportunity is, who your competitors are and what the client really needs. You also need READ MORE

In a tender submission your Personal Resumes or Curriculum Vitae (CVs) are critical to selling what is often your most important discriminator – the people you propose to deliver the work or service. So tailor these to be client and benefit focused for every opportunity. Start by ensuring you develop 1-2 page professional CVs in READ MORE

Use your time wisely for better results. Tenders and proposals, need to be submitted within a defined time frame.  Whether this is a few days or several months, it never seems long enough. In fact, most people underestimate how much work is required and often leave everything to the last minute. The simple truth is that writing effective READ MORE

I’ve identified boilerplate materials, what do I do now? Once you have identified reuse materials which accurately fit to the opportunity, turn your focus to tailoring this content. Well written tenders have a strong client focus and provide persuasive responses which are tailored to the specific work you are competing for. Focus on: Understanding your READ MORE