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q To put it simply a tender is the formal submission of an offer to supply goods or complete a specific job for a particular price. q Tender writing involves some specific skills and following some simple tips can make the difference between success and failure at winning a tender. q A tender writer will keep the following in mind while preparing a tender document. PAGE
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1. The devil is in the details q Ensure you read through the invitation to tender document carefully prior to commencing the tender writing process. q Follow the expectations included to the letter – literally! They may request a certain font or size of font; word or page limits; or layout and order of the tender document and any deviating from these requirements could mean your tender is dismissed from consideration. q Make notes, highlight important information or develop a checklist – find the method that best suits you as the tender writer. PAGE
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2. Do your research q Understand the client prior to commencing the tender writing process. q Look at their website and peruse their values, philosophy, mission and vision. Find out about previous tenders they have welcomed. q Who won those tenders and why?
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3. Be client driven q You have done your research now use that information in your tender writing process. q Focus on how well your company meets the requirements and vision of the tender issuer. q Make sure you are specific and provide them with examples and verifiable evidence that your company is exactly what they need.
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q Explain how you are a better ‘fit’ than other companies tendering. Highlight any similarities in company vision and values between your company and the client. q Ensure you are addressing any questions or requests for information to the specific person identified in the invitation to tender document. q Connect with them in a way that demonstrates your interest in, and enthusiasm for, what they value and believe in. PAGE
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4. Have a pricing strategy q When tender writing it is crucial to have read the tender pricing response table so that your tender directly addresses what the tender issuer requires. q A tender that doesn’t meet the criteria will not proceed through the decision process. q Simplistically speaking it is essential that you check if the pricing is to be submitted including or excluding GST.
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q Making an error here can lead to a financial loss for your company if they were to win the tender and the company didn’t factor GST into their pricing. q An experienced tender writer knows that it is important to explain your pricing schedule in detail in order to clarify your bid for the tender issuer and to highlight any value added components of your tender that will increase your competitiveness in the decision making process.
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5. Professionalism leads to success q When tender writing you should ensure that your tender response document is well organised and logical; covers all of the selection criteria; and contains all the requested documentation included in the invitation to tender document. q The tender document should be neatly and professionally presented, with spell check utilized. Prior to lodging the tender document consider asking someone suitable to proofread the document. q Professionalism is also ensuring your tender is submitted on time – late submissions can be dismissed and rejected from consideration.
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Tender writing is about attention to detail and remaining focused – if you are feeling overwhelmed by the process consider engaging a professional tender writer Sydney who will use their experience to ensure your tender response document is competitive and focused on success.
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