As a tender response writer who has written hundreds of tender submissions, I often see tenders my clients have prepared for earlier bids that didn't win business. Although many factors are taken into account when appointing the winning bidder (and obviously, price plays a huge part in the mix), I come across a number of common mistakes when reviewing previous submissions.
If you feel comfortable writing your own tender responses, here's a little advice from my experience:
Even if you've done loads of work for the tender issuer and they know you well, don't assume that the tender review panel will consider this when evaluating your submission. The members of the review panel may or may not know you, but generally speaking, most tenders will point score to assess the suitability of your response. In short, write your tender submission as if you are entirely unknown and include detail substantiating your reputation.
It's not enough to refer to previous work you've done - to truly demonstrate that you're an expert in your field, you need to articulate how you achieved what you did clearly to demonstrate your experience.
Don't include broad statements that are off the point. Use the right words, and stick to the questions and answer them thoroughly.
Never cut and paste information from previous tenders or marketing information without confirming it's relevant to the current tender.
Don't deviate from the response template or response format requested. You might already have a generic tender submission that contains lots of excellent information. Still, if you don't present it in the format requested by the tender issuer, you'll lose valuable points when your submission is evaluated. Keep in mind that formatting is important.
Make sure you fully understand the requirements of the tender. Your submission should demonstrate that you know the problem and what the tender issuer is trying to achieve. Never submit generic motherhood-type statements that don't show how well you understand what is being asked for.
Presentation matters - make sure your tender is clearly laid out, use headings and subheadings, always include a table of contents and add a visually interesting cover page.
Never submit a tender response with a cover letter for tender submission that summarises everything that makes your business the best company for the job.
That's my top 8 tips based on the common mistakes I see small businesses repeatedly make when making their own tender submissions.
If you'd like a hand with your tender, I'm here to help - just call Pauline on 0400514579 for a chat, or shoot me an email at pauline@tenderwise.com.au.