qIfyou'renewtotenderwriting,theprocesscanseemdaunting.Butwithour ultimateguide,you'llbeabletowriteawinningtenderwithease.
qThisguidecoverseverythingfromunderstandingthecomponentsofatenderto writinganeffectiveexecutivesummary.
qWithourtips,you'llbeanexperttenderwriterinnotime.
WhatIsaTender?
qAtenderisaformaloffertosupplygoodsorservices.Itisusuallymadeinresponseto aninvitationtotender,whichisarequestforproposalsfrompotentialsuppliers.
qTendersareusuallyusedinthepublicsector,wheretheyareoftenrequiredbylaw.In theprivatesector,theyarelesscommonbutcanstillbeusedinsomesituations.
qTenderwritersusuallymustsubmitaresponseinacertainformatandincludeallthe informationthatthebuyerneedsinordertomakeadecision.
qThiscanincludedetailsabouttheproductorservicebeingoffered,theprice,andthe company'strackrecord.
qTheprocessofwritingawinningtendercanbecomplex,butitisimportantfortender writerstomakesurethatalltherequirementsaremet.
qWithalittlepreparationandattentiontodetail,itispossibleforatenderwriterto writeasuccessfulresponsethatwillstandoutfromthecompetition.
DefiningTheScopeofWorkWhenWritingWinningTenders
qWhenwritingawinningtender,itisessentialforthetenderwritertodefinethescope ofwork.Thiswillensurethatyourtenderwritingbidisclearandconcise,andthatyou areabletoaccuratelyassesstheworkrequired.
Thereareafewkeyelementstoconsiderwhendefiningthescopeofwork:
1.Whatarethedeliverables?
2.Whatarethemilestones?
3.Whatisthetimeline?
Thereareafewkeyelementstoconsiderwhendefiningthescopeofwork:
4.Whatisthebudget?
5.Whataretherisksandcontingencies?
6.Whataretheassumptions?
7.Whatistheevaluationcriteria?
qBytakingthetimetoanswerthesequestions,youwillbeabletodevelopaclearer understandingoftheworkrequiredandwillbeinabetterpositiontowriteawinning tender.
ResearchAndUnderstandtheClient'sNeedsWhenTenderWriting
qWhenwritingyourtenderwritingresponse,itisessentialthatyoufirstlyresearchand understandtheclient'sneeds.
qOnlythencanyoubegintowriteawinningtenderthatmeetstheirspecific requirements.Tostart,youneedtohaveagoodunderstandingoftheclient'sbusiness.
qWhataretheircoreproductsorservices?Whataretheirkeymarkets?Whataretheir maincompetitors?Allthisinformationwillhelpyoutobetterunderstandtheirneeds.
qOnceyouhavethisinformation,youcanbeginyourtenderwritingresponse.Make surethatyouclearlystatewhatitistheclientwants,andhowyourcompanycanbest meetthoseneeds.Bespecificandincludeanyrelevantexperienceorqualifications thatyouhave.
qIfyoutakethetimetoresearchandunderstandtheclient'sneeds,youwillbeina muchbetterpositiontowriteawinningtender.
WritingTheTenderWritingProposal
qWhenitcomestowritingatenderproposal,thereareafewthingsyouneedtokeepin mindinordertocreateawinningdocument.
qFirstandforemost,youneedtomakesurethatyourproposalisclearandconcise.It shouldbefreeofanygrammaticalerrorsortypos,asthiswillreflectpoorlyonyour company.
qSecondly,youneedtofocusonwhattheclientislookingforandtailoringyour proposalaccordingly.
qIncluderelevantexperienceandcasestudiesthatdemonstratewhyyourcompanyis thebestfitfortheproject.
qFinally,don’tforgettoproofreadyourproposalbeforesubmittingit–onelastchance tocatchanymistakes!
qFollowingthesetipswillgiveyouthebestchanceofsuccesswithyourtenderwriting journey.
TheTenderEvaluationProcess
qWhenacompanyororganizationwantstooutsourceaproject,theywillputouta publicrequestfortenders(RFT).TheRFTwillincludeallthespecificationsofthe projectalongwiththerequiredqualificationsforthecontractor.
qTherearegenerallythreetypesoftenderevaluationprocessesused:quality-based, cost-based,andvalue-based.
ØQuality-basedtendersfocusonthequalityofthegoodsorservicesbeingoffered.
Theevaluatorswillscoretheproposalsbasedonhowwelltheymeetthe requirementssetoutinthetenderdocument.
Ø
Cost-basedtendersfocusonprice.Theevaluatorswillscoretheproposalsbasedon howcompetitivethepricesare.
ØValue-basedtenderstakebothqualityandcostintoaccount.Theevaluatorswill scoretheproposalsbasedonhowgoodvalueformoneytheyoffer.
ØItisimportantthatyouasthetenderwriter,haveaclearunderstandingofthe evaluationprocessthatwillbeusedtoassessyoursubmission.Thisway,youcan tailoryourresponsetoaddressthekeycriteriathatdecision-makerswillbelooking for.
UsingATenderWritingConsultant
qAtenderwritingconsultantcanbeanassetforyourbusiness.Theywillworkwithyou tounderstandtheprocessandensurethatyouaremeetingalltherequirements.
qTheywillalsohelpyoutounderstandyourbusinessbetterandidentifywhatitisthat makesyouunique.
qFinally,theywillhelpyoutocraftawinningproposalthatwillmaketheclientwantto chooseyourcompany.
qItcanbeexpensivetomaintainanin-housetenderwritingconsultantifyoucannot keepthemengagedfull-time.
qRedTapeBustershaveseveralwidelyexperiencedTenderWriterconsultantswhocan helponaneeds-basistoensureyougetmaximumvalueoutofyourTenderWriting budget.
qItcanbeexpensivetomaintainanin-housetenderwritingconsultantifyoucannot keepthemengagedfull-time.
qRedTapeBustershaveseveralwidelyexperiencedTenderWriterconsultantswhocan helponaneeds-basistoensureyougetmaximumvalueoutofyourTenderWriting budget.
qInconclusion,ifyoufollowtheadviceinthisguide,youwillbewellonyourwayto writingawinningtender.
qRemembertobeclear,concise,andpersuasive,andyouwillincreaseyourchancesof success.
