Our Top Tips for Winning more Tenders
So you are tendering with moderate success, and are looking to improve your results and win more contracts. We’ve put together some tips for winning more tenders based on our experience drafting hundreds of tenders for businesses across Australia.
Tailor, Tailor Tailor
The client wants to know that you are all about them! Focused on them, dedicated to them and that you have drafted the document for them. They can see through it if you cut and paste anything critical in the document and don’t tailor it to them. Generally speaking clients are fine with generic material in a company profile, however, when it comes to specific questions and experience it needs to be tailored. So tailor your documents so that when the client is reading the document, it is focused on them and they feel special.
Go into detail in case studies
It takes time and effort, but it is critical to go into detail to demonstrate your experience when you have the chance. This is where it’s worth talking about your experience, how you overcame issues, and your ability to manage contracts similar to the contract your are tendering for. You can use case studies and experience to talk about the specific experience of your personnel as well as demonstrate your track record of success. Most importantly, going into detail will help you to establish credibility with the client – a prerequisite to winning any tender. The Tender Team has some great information on this topic.
Focus on value, as well as price
Our final top tips for winning more tenders is a controversial one. It’s about price. You can’t escape price so it’s important to mention in and also focus on the unique value you will deliver. This may involved how you will be available 24/7, which is critical in some industries, or that you offer a guarantee that is longer or covers more than your competitors. Whatever way you provide value, make sure you explain it, and clearly demonstrates how it impacts on the price.
For other top tips for winning more tenders or additional information on our tender writing services, call the team here at Tender Writers Australia on 0410 448 770.