We're the first to admit that responding to tenders is not an easy thing and, after submitting a bid, not making the shortlist is pretty disappointing.
So we've compiled 5 top tips to make the response process that little bit easier.
Tip 1: Risky risk
Potential risk is scary for purchasers: Don’t be afraid to positively address any risk areas you see from reading their documentation. Spin it positively by showing how your company’s expertise might reduce it. For example, if you’re small but the job is big (potential risk), don’t avoid the issue. Show how you will overcome it.
Tip 2: Cash-flow is key
Building off the previous tip, the trick here is to make yourself appealing by reducing the evaluator’s perceived risk around your ability to fund the project. Show that you understand the timing and amounts of any contract-related spending and how you intend to fund this. If it’s coming from cash-flow, provide realistic projections based on fact.
Tip 3: Stand behind your price
Whether your price comes in high or comes in low make sure you highlight the value of it. This is easily done by packaging as many benefits around it as possible. The important thing here is to sell your price as good value for money.
Tip 4: Be more than good, be relevant
The evaluator wants to see that you understand the job. That you are going to solve their specific problem. So when you respond, use examples of the same type of work you have previously done. If you are light on that, then showcase your experienced key staff members who’ve worked on similar projects.
Tip 5: Long words and long sentences are really rather hard to read
Unnecessarily long sentences are really difficult to read and they require more reader attention. Use familiar words and keep your sentences short but sweet or, better yet, bullet point key information.
We hope these tips help you out on the next response. If you liked this post and want to learn more about how to respond, check out our Tender Response Workshops.