Are you having trouble writing a tender submission? Need help with retendering for a contract you already have?
You need to demonstrate to a prospective client that you are the best person/company to handle their business; that you understand what they need and can deliver it.
Competitive tendering isn't about what you do; it's about what you can do for the client. Tell the client what you have done for other companies and how this is similar to the requirements of the tender request. Demonstrate that you have the skills, capabilities and flexibility to not only do the work but also make life easier for the client.
If you're responding to a tender for work with a new client show them (in your paperwork) how you will service the contract, report on your progress, provide innovative ways to help the client. In fact, provide whatever the client needs to choose you and your business.
If you already hold a tender and need to retender you still have to show the client that you're the best person/company for the job. Don't forget there will always be a competitor who will challenge you for the work. Your job is to make it easy for the client to recontract with you. Let them know why you are the lowest risk option.
Contracts worth millions of dollars go to tender and it's in your best interest to secure as many contracts as possible so you can grow your business.
Regardless of whether you're a micro business, small, medium or large enterprise, work in the services, products or manufacturing industries, winning contracts and where possible becoming a preferred contractor will provide the desired income and cash flow stability.
Six tips to help with preparing your submission:
- Read the whole tender request document carefully at least twice
- Make a list of what information you need to gather so you can prepare the best response
- If possible, collaborate with others in your company
- Schedule time to write the response
- Don't leave it too late to ask for help if you're finding the process difficult
- Never miss the deadline.
Apart from standard information about your company, never cut and paste from a previous submission, the evaluation panel will always know.
The final tip, check the response document for any spelling, typo and grammatical errors and then check it again for readability and consistency.
If you want to win, your submission must show the evaluation panel that you are the best prospect for the contract.