Quick show of hands, please. How many of you have missed out on contracts because the tender you submitted, let you down? It’s always the meaty contracts that you really want to win too. You know your business can deliver the work and it’s even more frustrating when you see a competitor pick up the contract that you should have won. Why did they win it and you didn’t? Put simply, their bid will have been better than yours.
With competitive tendering becoming a much more commonplace process, especially in the electrical contracting market and other construction related sectors, it’s important that you’re able to put together well presented, perfectly written, and informative bid documents.
So, how can you give yourself the best chance possible of winning the work?
Well, of course, there are some fundamental factors to consider before and during the development of your response. Here are six top tips that will help you ace your next submission:
1) It all starts with reading the tender document properly. Each question is being asked for a specific reason and it’s important to ask yourself ‘why do they want to know this?’. By doing that, you’reputting yourself in the best position possible to understand the theme of each question and respond accordingly.
2) Once you understand the theme of each question and have identified the reason it’s being asked, you’ll be able to address the key points raised. Think about everything that could be attributable to these key points and how your business can add value to the contract in these specific areas.
3) Be informative and persuasive with your answers. It’s important that the document is easy to understand and concisely written. Being too descriptive will give the reader more chance to wrongly interpret your answers. Be factual and very clear on the reasons why using your business will benefit the contract. Do this for each question and suddenly the tender will become a powerful sales tool for you.
4) If you have statistical data, testimonials or case studies that will help to enhance the document and support any claims about your business that you make, you should definitely include them. Evidence like this will validate your bid, whilst also giving the reader more confidence in your ability to deliver the work.
5) Proofread the document and ideally get a few sets of eyes, preferably of people who haven’t been involved in writing the tender, to proofread it too. Attention to detail is very important and can be the difference between a winning and losing submission.
6) Make sure you allow yourself plenty of time to fully complete the document and make sure it’s submitted on time. It could be the greatest tender document ever written but it’s completely useless if it doesn’t get read! Worse still, tardiness might even affect your ability to bid on future work too.
Following these pointers will certainly be a good start for you, in terms of trying to win more of the tenders you submit. By using this framework you’ll improve your bid process and increase your chances of winning more work. There are also plenty of bid writing courses around if you want to further develop your skills in this area, such as this one .
There are also plenty of bid writing courses around if you want to further develop your skills in this area, such as the courses offered by Thornton & Lowe.