Continuing our winning streak this month, Tenders A to Z has won four tendered contracts. Three of these have been for Queensland, one for provision of return to work services, another for dredging and the third for provision of counselling services. Another of our winning contracts was for custodial security in the Northern Territory.
The key to writing successful tenders is to focus on solving your prospective client's problems in your tender response while writing in a succinct manner. Tender evaluators don't want to read a lot of waffle about how great your company is, they want you to consider the project you are tendering for and propose realistic solutions for the deliverables they identify. A good way of refining your tender responses is to think from your clients' perspective. What sort of information would they find useful and if you're not sure, use the contact person in the Request for Tender documents to clarify things and involve the buyer as much as possible.
Winning a tender is about solving the client's problems for the most competitive price available. You can write the best tender in the world but if your pricing is too expensive, you won't win the job. The main point of tender processes is to drive competition to allow the buyer to select the most competitive price. When you don't win your tender, it's important to learn from your experience by asking for feedback on your response. Some of the time the feedback you will get will not be all that helpful, but it's always worth asking for feedback so you can continually improve on your tendering processes and eventually win those contracts you are bidding on. Persistence pays off.