Winning a Government tender can mean big opportunities for your business. But if you're unfamiliar with the right way to respond, it can be a daunting challenge.
If you have a tender that's been issued by a Government Department, here are 14 tips that will help you write a winning tender:
Read and Analyse it Thoroughly.
Make sure you understand precisely what the delivery requirements are and that you have the capabilities to deliver.
Read Through the Response Requirements Carefully.
The tender documents will require that you respond to crucial criteria in the prescribed format. It's important that your tender response is in line with these, and you usually need to complete it using the response template provided by the issuer.
Stick to Any Word Limits that are Included.
And make sure your response is in the required format. For example, if the tender requests the document to be completed using Microsoft Word 2016, don't use Microsoft Word 2008 when you complete your response.
Make Sure Your Response is Clear, Logical, and Presented Well.
If the tender documents did not include a template, ensure your response is clear, logical, and well-presented. The visual aspects of your tender response are essential from a readability perspective, so make sure you leave plenty of white space where appropriate.
Use Pictures, Diagrams, and Tables.
To make the response more interesting, add these elements to break up the text and reinforce your credibility.
Include All Relevant Details About Your Business.
Usually, at the beginning of your response, you will need to provide contact details, ABN (Australian Business Number), and key contact information.
Emphasise Your Experience.
Where possible, demonstrate similar contracts or projects where you have clearly delivered a value-based outcome.]
Seek the Advice of a Professional Tender Writer.
If the response asks for evidence of your Health and Safety, Quality Assurance, Environmental Management systems or similar, talk to a professional tender response writer (like me) for advice. These ISO-accredited (or similar) systems are quite a common requirement, so it's crucial that this is addressed convincingly.
Choose the Right Referees.
Make sure they are familiar with what you do and can testify to the quality of your products or services. Always brief them on the main aspects of the tender so they know what you're bidding for.
Demonstrate Innovation and Value-Add.
If there is another way to deliver the tender requirements outside the specifications, highlight this in your tender submission and any additional value you would bring to the contract.
Establish the Credibility of Your Key People.
You can do this by including details of their experience and capabilities.
Clearly Label All Appendices.
And make sure to reference them in the main submission.
Include a Cover Letter.
It should be a short one or a two-page summary of the key points of your submission.
Check the Submission Requirements and Dates.
And make sure to submit your tender on time. Most Government tender responses are required to be submitted electronically via an e-tender website. Response submissions can be very large.
The speed of your internet connection and the number of other businesses submitting their responses simultaneously will impact how long it takes for yours to upload fully. If possible, submit it a day before.
Wrapping Up
There you have it — my 14 tips to help you win a Government tender. Clearly, the price you submit is a critical part of your submission, but the tender review panel has a duty to select the best value-for-money response.
The lowest price doesn't guarantee success, but your price should be within an acceptable range. If appropriate, submit several pricing choices, with additional value-add included in higher priced options.
If it still seems a bit daunting, give me a call — it costs nothing for a chat! Call me (Pauline) on 0400 514579, fill out the form here, or shoot me an email at contact@tenderwise.com.au.