Some tenders are big. Government ones, especially. The amount of preparation you put into managing and writing a government tender submission is directly proportional to your chances of winning. And the bigger the tender, the more meetings, Gantt charts, emails, drafts, revisions and so on. It can easily get out of hand. The focus easily slips to features, facts and onto your company, not the customer.
How can you keep your government tender on track to increase your rate for winning government tenders?
1. Read everything carefully
First up, carefully read the Request for Tender or Request for Proposal carefully. It’s super easy to miss something and to later find that your tender didn’t comply with all the government requirements.
Submitting government tenders means that you need to do everything that is asked. You must answer every question, complete all the response schedules and attach all the documents asked for, such as your insurance certificates.
2. Set out your differentiators in government tenders
It’s important to give clear value statements of what makes you different from your competitors. Why are your people better? Why are your products the ideal solution? Relate back to the needs of the government project to help procurement teams understand why they should choose to work with you.
Tender Writers’ expert team of tender writers is here to help you to articulate your key selling points so that the government is in no doubt as to the strengths of your solution.
3. Writing about benefits in government tenders
What’s often overlooked is what the customer actually wants in terms of benefits. If you can identify and articulate how the customer will gain by choosing your company, you’ll be streets ahead. Even in the largest tenders or proposals, a handful of benefits is enough. Too many and your message will be diluted.
Getting to benefits should be easy. Put yourself in your customer’s shoes and ask, ‘what does this mean for me?’ Don’t think a feature is a benefit. Each feature will have a corresponding benefit.
Benefits can be both qualitative and quantitative – as in, giving numbers around how much money or time you’ll save the customer.
Then, when writing your tender response, get your customer’s attention by highlighting the benefits: summarise in a table in your executive summary; use as subheadings; include as summaries at the end of sections or as pull out box statements.
4. Writing about past performance in government tenders
Name past customers for whom you have completed similar work, with a brief description of the project size and cost. These can be mini case studies.
Include specific names, titles and contact information for immediate references.
5. Writing the company overview in government tenders
A brief description of your business, outlining any pertinent history details. Include the size of your business, annual turnover, number of employees and what geographical area you serve. State industry codes your business conforms to and what management systems for safety and environment you have in place.
6. Do you have all your compliance documents ready for your government tenders?
Have all your policies and procedures in place – WHS, environment, quality management and any relevant to your particular industry. Have you documented your complaints management process? Have you got a written methodology? If Quality Assurance is important in your industry and you don’t have ISO 9001, consider getting it. Government want to know you’ve got everything in place so there’s minimal risk in them working with you.
7. Make time to check your government tender carefully
After your investment in time to write your government tender, take time for a solid edit and proofread, especially if it’s a big tender and different people have written different parts. It’s easy for different writing styles to disrupt the tone of the tender response. Watch out for different ways of referring to your company.
8. Are you ready for government tenders?
Do you have time to do write a great government tender? If you’re pushed to write the tender response, how will you do the work if you are successful? Many times we’ve advised companies not to tender, sometimes because they don’t have sufficient time or resources to do a great job, and also because their investment of time and resources is unlikely to be recuperated by a win.
Knowing how to get started, understanding how to write great responses to the questions and deal with the paperwork that government tenders bring calls for the expert skills and experience of Tender Writers. Over the past two decades, we’ve managed and written literally hundreds of successful tenders to government, helping companies to win millions of dollars in new business.
Whether you’re writing a government tender for the first time, or this is not your hundredth time, partnering with the professional tender writers at Tender Writers can help you increase your opportunity for success. Get in touch or ring us on 02 8036 5532 to learn what we can do for your business.