What sets winning tenders apart from the non-winning ones? It's not all about the price (although obviously, if your price doesn't represent value, don't expect to win).
Usually, it comes down to the attention you've paid to the tender requirements and how well you've been able to craft your response to meet those requirements.
Writing a response can be very time-consuming, frustrating and sometimes downright annoying. If you're going to tackle it, though, go all in. Don't approach it half-heartedly or as if it's a chore.
Give it your absolute best shot — if you don't, you can't expect to win!
Here are my Top Tips for Writing a Winning Tender:
Use the Issuers Template
If the tender document asks for responses to be submitted on a specific template, make sure you use it and complete it entirely in accordance with the instructions.
Don't be afraid to ask questions if there are any issues with the template itself. I've seen these provided as PDFs (which can't be edited) and also as Word documents where the document is locked for formatting changes.
If you encounter something like this, ask the tender issuer if you can have the template in an unlocked Word format. Make sure you read the response template and instructions carefully.
Also, if the tender response has word or page limits but allows you to include additional information as attachments, use the opportunity to demonstrate the strength of your offer and the robustness of your business policies, methodologies, and practices.
Structure and Strategy
Think about these on your offer:
What it is
What is going to make you stand out from others who are responding to the same tender
How you can present your credentials in a way that really demonstrates you meet all of the criteria the tender issuer is looking for.
Then, include an introduction section that is clear and persuasive and describes exactly what you have to offer.
When describing your service offer in your tender response document, make sure you very clearly detail precisely what you are proposing to provide. Take advantage of every opportunity to demonstrate how your offer is innovative or adds extra value.
Selection Criteria
Always keep the selection criteria in mind when writing your response. Sometimes they are stated in the tender document's body but couched in different terms in the response template.
Pay particular attention to the weightings for each criterion if these have been provided. It's usually a good clue as to how much effort you should put into your response for each.
As a professional tender writer, I always print them out and stick them on the wall next to my computer so they are close at hand when I'm writing a response for my clients.
Proofread It
Spelling and grammar checks are good, but don't pick up everything. So, ensure you have enough time to proofread your submission from start to finish. Don't do this when you're likely to have distractions.
The cone of silence is your best friend when proofing your tender submission. If possible, get someone else to proofread it to confirm it reads well and covers all the essential points you should get across.
Submit It on Time
Plan to complete everything the day before the deadline so you have plenty of time to submit your tender. Most Government tenders are submitted via a tender portal, and since the response can be quite large, it's a good idea to submit it early.
If a tender closes at 2:00pm, assume that the tender box will be disabled at this time (and the last thing you want is for this to happen when you're still trying to submit your response - because once the door shuts, it's too late for your bid).
Wrapping Up
Follow these tips, and you're on the right path towards those winning tenders. But if you need a hand, I'm here to help! Just give Pauline a call at 0400 514579, email me at pauline@tenderwise.com.au, or fill out the form here for an obligation-free chat about your tender requirements.