How to win tenders – three actions for tender success

For successful tenders, experienced tender writers do three things without fail when reviewing, managing and writing tenders.

1. What’s your tender win strategy?

Great tender writers will take time upfront to identify the win strategy for the tender. This might take five minutes; it might take a day or more. It takes as long as it needs to take, which varies from tender to tender due to the differences in complexity of requests for tender and the varying degrees of importance of one tender to the next for the tenderer.

Either way, what’s most important is to always have a win strategy. That is, one to three value propositions that explicitly explain the value that will be generated by your people, product or service for the organisation that’s issued the request for tender.

You need to find one to three value offers that demonstrate that you understand what it is that the organisation that’s issued the request for tender wants to achieve.

Insights will help you frame your tender win strategy. Read the request for tender again. What does it reveal about what is being sought? What does the organisation that’s issued the request for tender want to achieve? Check out their website, latest media releases and news, plus their annual report, if there is one. Who is their current vendor?

But your tender win strategy will also comprise your organisation’s key selling propositions. That is, the outcomes that your product or service deliver.

Cost savings, more efficient ways of doing things, less risk, quicker turnaround, less waste: generally, features such as these are appealing as they deliver valuable benefits to the organisation that has issued the tender. Hence, they are very often the key win strategies described in successful tenders and proposals by tender writers and proposal writers when writing tender responses.

2. Keep it simple

Keep the language in your tender response simple. Write for a 14 year old, using plain English. Be clear. Short paragraphs are good. As are short sentences. Use subheadings too, and a mix of prose and bullet points.

If you don’t have to submit your tender in a template provided by the organisation that’s issued the tender, you have free rein over the design. Keep this smart, with lots white space and graphics to illustrate your points.

3. Create a tender content library

If you’ve got a content library, use it. It will give you a solid foundation for your tender response content, plus save you time.

If you don’t have one, now’s time to get one.

You’ll be amazed at the difference a well-crafted and regularly updated content library makes to your tender preparation. Tender writers swear by them. It means that everyone in your organisation is using the same up-to-date ‘standard’ tender content that has been pre-approved. It also means that your tender writing process will be easier and faster. All you need to do is copy and paste the relevant content, tweaking it to answer the specific question in your new tender.

For help with writing and managing your tenders, contact Proof Communications’ expert team on 0411 123 216. We’ve written more than 1000 tenders!

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