What’s your outstanding approach when it comes to tendering? How do you make sure you are cutting-through the competition? But it’s all about price – I hear you say??
It will be definitely be all about the price if every one of the bids are exactly the same. Think of it like this – the tender document is a sales document.
If there were 2 boxes of apples to choose from and they both cost $20, how would you choose? Now what if one box was really shiny, organic, came with a punnet of strawberries, was picked that morning and hand delivered… Now which box are you going to pick?
The same goes for your tender. If it is packed with pertinent information about your company’s capability and your team’s vast experience, your extensive list of contacts within the industry and your great interest and passion for the work, you should be in for a chance right? Of course you would meet the criteria – but so would the others being shortlisted for the job.
Are your apples shinier than the rest? Do they taste sweeter and will they be hand-delivered? You have to make sure that whatever they are, they are going to be more attractive than the other boxes of apples offered for the same price.
There are certain elements that we believe are essential for you to win the bid. Before you even decide whether to tender or not, you need to be able to answer the following questions:
- Do you have a team to deliver the project or services and a leader to lead the team?
- Do you have a track record and can you demonstrate your capability?
- Do you have a positive relationship with the client?
- Do you have a commitment to bid from management?
But if you stop here and go ahead with the bid, how do you stand out from your competitors?
It will only be your outstanding approach or your bid strategy that wins you the bid. The other 4 elements are a given and alone they won’t win you the bid. Every company will argue they have the best experience, the best team etc. Important, yes but it won’t win you the bid. Your approach will.
If your business depends on winning your next tender, you might want to think seriously about developing a formidable plan of attack. This should begin with a strategy that will immediately spark their interest. Then it will be that strategy woven throughout the bid that will get you over the line and win the prize. Your messages throughout the tender should be consistent and support each other as well as the overarching strategy or approach. If it is outstanding, you can’t lose!
We have prepared enough tenders to know that without these 5 elements, even the most well-written and presented bid will not win the work. It’s all about coming up with the right formula for success.
Leann Webb