Latest Blogs

The Golden Rule

There's a golden rule in tendering: follow the client's structure. To me, this is such a fundamental and obvious rule that it never ceases to amaze me when I see it broken. When a client releases a tender to market, they have two key documents: the request document...

Formatting to Improve Readability

Whenever people ask me about the importance of document formatting, I am reminded of a tip that one of my lecturers gave way back in my first year of University. She was advising us to put some thought in to how we presented our assignments. She encouraged us to use...

5 Tips for Good Bid Writing

We’ve published several blogs about tender writing and writing winning content from the perspective of the bid management process and also the scoring methodology that drives great content, but this blog provides some tips for good bid writing at the editing level....

Writing Winning Content is as Simple as 1,2,3

Success in tendering hinges on your ability to persuasively and compellingly articulate your solution. As we often say, the best solution in the world won’t be successful if you haven’t adequately articulated your proposal to the client. At the end of the day, the...

To bid or not to bid

  In all of the conversations I have had with Bid Directors about their lessons learnt, there is one that comes up time and again: be selective about what you bid for. One of the major regrets from so many Bid Directors is that they wasted time, effort, resources...

Writing winning content

  When we are bidding in a competitive market, it’s not enough for us to have a smart solution and a sharp commercial offer – we also need to persuasively and compellingly present our offer through our formal submission. After all, the formal submission is the...

Creating your competitive edge

  What is your competitive edge? What is the one reason the client will choose you? Most people tell me it is because they are a ‘safe pair of hands’, or because they have the ‘best track record’, or they offer ‘certainty of delivery’ or ‘value for money’ to the...

Writing content that SCORES

Here’s a simple truth about tendering: having the best product, best solution and best price doesn’t guarantee you a win. The winning tender is the one that is formally and objectively assessed as being the best value for the client. Therefore, to win a tender you...

The top skills for tender success

Today’s blog is about the skill sets needed on every tender. Some bid teams can be very tight and small, with just a few people involved, and others can be massive with literally hundreds of people working on the tender. But no matter how big or complex the tender is,...