You know you have a great product or service. You know the people you want to work with. So why, oh why, is no one paying attention? You submit the tenders, you price competitively – and yet no wins. Let’s face it, tendering is a huge expense for a business. Not to mention the toll the stress takes on your staff – or the demoralization of a low strike rate constantly being referenced.
So, how do you win those big tenders?
- Focus on the capability statementsDry I know – but really look at what the client is asking for. Answer their specific questions and structure your response to convince them that you are THE firm to solve their problems.
- Evidence your successClearly show that you are a stable firm that has a strong history of success. No one wants to be the guinea pig. Show them that you have a body of evidence behind you that your methodology works. Client testimonials are great – but the overall purpose is to build trust. Clearly evidence your stability and trustworthiness.
- Keep it short and sweetThere are no points for extra words or flowery language. And the people evaluating tenders want to find someone who is going to deliver what they want, not do an interpretive dance about it. Keep it short, sweet and to the point. Trust me – the person reading your tender will appreciate it!
- PROOF READ!I cannot stress this point enough. Proof read and then proof read again. You want to look polished and like you have attention to detail. Nothing will destroy the illusion of polish quicker than an ill-timed typo. Get multiple people to proof the submission if you can.