16 Oct 2013by Georgie Cousens
How to Write a ‘Knock Ya Socks Off’ Tender Submission
- Know what the requirements are. There’s no point spending a lot of time and energy on a proposal if you don’t actually solve their problem. Read any material that they give you with the RFP. Reread it. It’s not far off what it’s like when you’re job hunting, you need to fully understand what they are looking for so you can be very clear about why you are the obvious choice. So, make sure you know what it is they are looking for from you.
- Read the evaluation criteria so you know how the potential client is going to decide who wins. Does it come down to price or are their other factors involved? Make sure you highlight that you understand the evaluation criteria – e.g. If customer service is a big deal, tell them how you will be able to provide exceptional service. (Did a client bring their dog with them when they had a meeting at your office? Did you take Fido for a walk, provide a chew toy and a plush doggie bed while they visited? Now that’s service – tell them about it!)
- Make sure when you write your proposal that you summarise what their requirements are and how you are going to meet them. They want to know that you actually read the material that they provided, and that you will indeed solve their problem.
- Be specific about what you are providing and what you will be charging – and when. If you cannot give a concrete figure due to unforeseeable factors, then give as much detail in an estimate as possible. Again, details, details, details.
- How qualified are you to fulfil the proposal? What’s your background, why are you the best at solving their problem? Sell your company, sell your staff and sell your previous experience with other clients. You’re building trust and transparency about your company.
- Why should they choose you? Why would a partnership with you be the winning formula? Tell them exactly why.
Now you have all the information in the proposal, it reads well, and you’ve sold yourself, how does it look?
- Did you find out how they wanted to see your proposal? Digital or hard copy? Or did they not specify?
- Maybe this is an opportunity to go all out and create an amazing submission. (Hold on to your hats for my next post, I have some awesome examples on this!) You may want to consider an interactive submission. You can then include videos and really show the prospective client the personality of your company and the people who work with you. If you are unsure, then ask them. The last thing you want to do is spend a whole bunch of time and money on creating something special only to realize after the fact that the prospective client has guidelines where all bids must be presented in the specific format.
- Even if the format has to be in writing, doesn’t mean it has to be boring. Look at what we can do with proposals and other documents.
So do you think you can do it now? Do you think you can write a proposal that will stand out and win you some awesome business? I bet you can! But if you’d like a little nudge, get in contact and we will help you out. You know we’re good like that!