In these recessionary times it is now more important than ever to win new business. Write a winning tender is difficult and a skill that you should concentrate upon. If you do not have the time, staff or skills to do this, then you are advised to hire a professional tender writer.
So how do you write a winning tender? Well first of all you need to decide which tenders to write. You will find many tenders available and you need to ensure that your precious budget is used on writing proposals that are appropriate to your company and that you have a good chance of winning. So set up a list of criteria that a potential request for proposal (RFP) will need to have, before you will spend time and money on writing that proposal.
Now you need to decide what your company’s particular strengths and weaknesses are. You will be emphasizing your strengths and hiding your weaknesses in your tender.
Now you need a theme for your tender. Read it through and decide what you think the potential customer is seeking. Is it quality? Cost effectiveness? What are they trying to achieve – market share? – Happier staff? Or maybe they are a government agency who wants to spread their services to more people? Once you have an idea of what your theme is then you can match it to your strengths and begin to work out your solution.
Now read the RFP through very carefully several times. Plan out who is going to write what and set yourself a realistic timetable and plan.
Now you start writing. Pay particular attention to what they are asking for and make sure that you answer the question that is being asked – not what you think you want to write. You will surprised as to how many people lose a bid because they do not provide the information requested.
Next is the pricing. You should decide if you wish to price low and have a basic proposal or price high and have a complete tender. Ensure that you include such factors as delivery, taxes and a markup for your overheads. You should include a reasonable profit for your company. As you get more experienced you can set up daily rates for your staff and major equipment. If you are a manufacturing company, you will need storage costs as well. Most RFP’s specify when you will get paid, so you should factor in your borrowing costs for when you have to borrow to pay wages etc. whilst you are waiting to get paid.
Now ask someone else to read through your tender and ensure that you have put all the information into the proposal. They should also check that the bid makes sense, is grammatically correct and is pleasant and interesting to read.
One last check through. Have you really provided all the information that you should? Put in all the attachments and certificates that they have requested? Great now send it off and sit back and wait for that call to say that you have won the new tender.
© Copyright 2010 Biz Guru Ltd
Lee Lister writes as The Biz Guru, for a number of web sites where she provides advice and assistance for the business entrepreneur. She is known as the Bid Manager and is a recognized bid management expert.
If you would like more help and assistance in tendering for work then visit: www.TenderWriting.com or read <i>Proposal Writing For Smaller Businesses </i> which can be found on Amazon and other major book sites.
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