6 Ways to Make Your Tender Stand Out
24 November, 2021
- Posted in Tender Tips under
- Tender Writing
Any request for tender you intend to apply for is likely going to have at least 10 other applicants. The evaluator panel is also going to be reviewing multiple proposals that offer much the same thing as you do. So how do you make sure that you stand out from the other candidates when submitting a tender in Melbourne? What is that one thing that’s going to give you the edge you need to win the tender? Let’s find out!
- It’s all in the planning
Any company that regularly wins tenders will tell you that the key to a successful tender response is in the planning. A seasoned evaluator will be immediately able to tell when a response has been prepared in a hurry and when it has been meticulously planned. When you plan your proposal well in advance, you have the time and opportunity to edit and re-edit it and make it as compelling as possible. It also allows you to take a step back from the process for a few days and return to it with fresh eyes and a new perspective.
- Research the buyer
The more you know about the buyer, the better your proposal is likely to be. You will know exactly the problems the buyer is facing, what they are hoping to achieve from the contract and what a successful outcome will look like from their perspective. Also, make sure to get the particulars, like the name of the company or buyer, or key personnel correct. It’s never a good look for any candidate to misspell the name of the buyer they’re hoping to impress!
- Prove your claims
You can claim to be able to do any number of things. But unless your claims can be backed by evidence of previous work completed, that’s all they remain: claims. Moreover, the best responses also include how the seller is going to do the work they say they are going to do, as well as what a positive outcome will look like and why the solution presented is best suited to the client’s requirements. Use stats and diagrams to show a clear picture of your results from previous projects. Unsubstantiated claims are likely to get your proposal rejected.
- Pay attention to formatting
While many tender requests provide a template for responders to use when submitting a proposal, there can still be opportunities for you to put your own personal touch to the proposal. Make good use of subheadings and bullet points to break up text, but stick to the font size, type and the formatting instructions mentioned in the tender documents. You may also use your brand colours and logo when including graphs and infographics to immediately catch your evaluator’s attention.
- Add value to every answer
Many tender evaluators will tell you that the proposals that get rejected often provide nothing more than exact answers to the questions asked. While it is a good thing to stick to what is asked, you also need to add value to everything you write, and explain exactly why your proposal is the best one. Of course, all buyers want to choose a seller who provides the most value at the best price, often known as the “most economically advantageous tender (MEAT)”. It’s not enough to offer the cheapest solution, quality, innovation and your ability to meat deadlines all play an important part in your evaluation. Think carefully about your answers and how they add value to the problem at hand.
- Don’t be modest
You want to put your best foot forward. Your buyer may have no idea who you are, what you do and what you have achieved in your industry so far. This is the time for you to introduce yourself and truly make yourself known. This is no time to be humble. Clearly mention what makes your company unique, the recent projects you’ve worked on and the talent you have on board. Talk about your achievements and any major investments you have gained due to your excellence.
That being said, remember not to exaggerate or falsify anything. If you don’t have the evidence to back up your claims, this could very quickly backfire on you. Also, remember that there is a very fine line between celebrating your accomplishments and bragging about them, and no one likes the latter. Don’t focus too much on yourself, but rather on what your client is facing and how you can solve these problems through your experience.
This is where we step in. At Bidsmith, our professional bid writers have mastered the art of presenting your company in its best light without showing off, writing persuasively to convince your buyer that you are the right choice and can even help you find your next tender in Melbourne. Our tender writers have previously been on evaluator panels and so are able to see a proposal from both the lens of a buyer and a supplier. You may not need us to write your entire proposal for you (although we can certainly do that too!) but may just be looking for an expert to look over it before you hit submit. Whatever your tender writing needs are, Bidsmith’s here to help.