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Should my business be tendering for work? Is it worth the effort? How do we know if we’re ready? These are questions we’re often asked,…

Is tendering just a game of survival-of-the-cheapest?

Thankfully not.

Your pricing strategy needs to be in the right ball park, but it’s important to remember that competitive pricing doesn’t just mean cheapest. Your price should match your value proposition, ultimately instilling in the client a sense that they’re making an excellent investment when hiring you.

Battling for tenders can be a survival-of-the-fittest situation … well, the fittest and the most persuasive. This month we’re exploring how to write persuasive bids. Now, when we say persuasion, we don’t mean hyped-up salesy documents full of jargon and self-flattery – we mean creating a compelling narrative.

Winning tenders isn’t easy. But it’s a skill we can all learn. Last month we covered the importance of positioning as a basis for developing a more efficient bid/no-bid strategy. The next step is to make sure you’re dotting your ‘I’s and crossing your ‘T’s. Compliance won’t win you any tenders, but without it you’ll definitely be knocked out of the game early on.