5 Tender Writing Tips for Success

Tender writing successful tenders is great for business. But how do you write a winning tender?

Our expert tender writers have put together these 5 tips based on our two decades’ plus experience of writing more than 1,000 tenders, including countless government tenders.

Even if you’re not a tender writer, you’ll find these tips useful next time you’re faced with a request for tender.

1. Make a clear, compelling offer

When writing a tender response you need to be absolutely clear that you understand the prospective client’s needs and how you will meet those needs.

So, before you start writing a tender response, you need to think about your strategy for the response. It’s important to carefully read the Request for Tender and ask:

  • What is the prospective client looking for?
  • How does your service meet those needs?
  • What are the 3-4 key benefits that you will set out in your tender response?

Your offer should differ from prospect to prospect, depending on what they are seeking, their industry or market, and your relationship to date.

Even if you only take a few minutes to work out your tender response strategy, you’ll find that being clear about what you are offering from the outset makes your tender easier to write.

When describing how you will fulfil the client’s needs, you need to do so in terms of the value they will gain by choosing you.

By putting ‘value’ at the forefront of everything you write, your tenders will be well ahead of your competitors’.

For example, is value for money or pricing a key issue for your prospective client? If so, describe the advantages of your pricing or value for money. This could be your business’ buying power due to its size; it could be your outsourcing of routine tasks with cost savings passed onto clients; or it is your nationwide super-fast service that means clients get what they need very quickly?

2. Make your tender response all about the prospective client

A common mistake that businesses make when writing tenders is to write only about their business, product or service.

Businesses forget that a tender response is basically a means of sharing the benefits, outcomes or results that their product or service brings to their customers or clients. Therefore, make your tender stand out by focusing on the prospect.

Begin as many paragraphs as possible with the prospect’s name, and use ‘you’ and ‘your’ to personalise your tender.

3. Explain how well you will deliver the service or project and how the client will benefit

The request for tender may ask about how you run your business, ISO certifications, your methodology, team, customer service, complaints process and so on.

Writing a tender is your opportunity to address these questions to explain how you’ll deliver a smooth, stress-free contract from start to finish.

Your responses will address the prospective client’s need for a risk-free option, especially if they’ve never worked with you before. Use your responses to reassure the client that there is no risk for them in selecting your business – you have everything in place as a matter of day-to-day business.

4. Give evidence for your successes

When writing tenders, businesses often make statements such as ‘we are the leading/fastest/best value provider of’.

Unless you can back up such claims with proof from the media, happy clients, award wins or good survey results, don’t make them.

It’s vital to give evidence for your claims. Use short, punchy examples of how you make a difference to your clients. Short case studies are great. Give specific, factual evidence (or even testimonials) to paint a picture of how you have helped a client to save time or money, or how you devised an innovative solution to their problems.

5. Check your tender carefully before you submit it

Always, always proofread your final draft. A word-perfect tender won’t win you points alone, but one with typos could cost you. Check every word, and while you’re at it, make sure you’ve met all the requirements for lodgement and attachments.

If you’ve not attached a document that was requested in the RFT, such as an insurance certificate of currency, you’ll be immediately regarded by the procurement assessment team as non-complying and your tender won’t go any further.

Proof Communications, owner of Tender Writers, has professional proof readers to give your tender a thorough proofread.

Pus, our tender writers regularly undertake reviews of draft tenders to ensure that everything is in order before our clients’ upload their tenders.

Tender writing help for successful tenders

For help with the management and writing of your tenders and proposals, contact Tender Writers today on 0448 566 377 or 02 8036 5532 or email chrissy@proofcommunications.com.au.

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