10 tips for better tenders, bids, and proposals
Jamie Wade
Helping people win contracts in the resources, construction, infrastructure, energy and utilities and drilling sectors.
Winning tenders, bids, and proposals requires more than just presenting a competitive price. It involves strategic planning, understanding the client, and delivering value. Here are 10 tips to improve your chances of success:
1. Understand the client’s needs
Research the client's requirements thoroughly. Tailor your proposal to address their specific challenges and goals, showcasing how your solution meets their unique needs.
2. Comply with all requirements
Ensure your submission meets every specification in the tender documents, including formats, deadlines, and mandatory criteria. Non-compliance can lead to immediate disqualification.
3. Develop a strong value proposition
Clearly communicate the unique value your company offers. Highlight what sets you apart from competitors and why the client should choose your solution.
4. Be concise and clear
Avoid jargon and keep your language simple. Present your key points clearly and succinctly, making it easy for evaluators to grasp your proposal's strengths quickly.
5. Highlight relevant experience and expertise
Use case studies, testimonials, and past successes to demonstrate your experience and capability in similar projects. Build confidence by showing proven results.
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6. Focus on competitive differentiation
Identify what makes your offer different from others and emphasise these strengths. Be specific about your unique capabilities, resources, or innovations.
7. Address pricing strategically
Provide a balanced pricing approach that aligns with the client's budget while reflecting the value of your offering. Consider including options or alternative pricing models.
8. Include a risk management plan
Outline potential risks associated with the project and propose strategies to mitigate them. This demonstrates foresight and preparedness, increasing client confidence.
9. Engage stakeholders
Collaborate with all relevant stakeholders within your organisation to ensure the proposal is comprehensive, accurate, and aligned with your company’s capabilities and strategy.
10. Learn from feedback
Analyse both successful and unsuccessful bids to identify areas for improvement. Seek feedback from clients whenever possible to refine future proposals.
Projectory Pulse: Better Tenders, Bids, and Proposals Virtual Summit
To further enhance your proposal-writing skills, consider attending the Projectory Pulse: Better Tenders, Bids, and Proposals Virtual Summit. This event brings together industry experts who will share practical insights and strategies on everything from understanding client needs to developing compelling value propositions and more. It's an ideal opportunity to learn from the best and improve your bid success rates. For more details, visit the Projectory event page.