By Louise Ferguson, Principal Tender Specialist, Perth

You’ve received the tender, and a go / no go decision has been made. The tender team has been formed. The tender submission requirements, the tender timeline and the tender writing leads have all been agreed and assigned. Now what?

Have you ever been assigned as a lead or contributor to write responses to a client tender and not known where to start?

Have you ever been asked to provide tender support and review a tender response and not really been sure what to look for? 

Tender writing is a learned skill that is honed over time. A good tender writer can translate tender strategy into win themes and key messages, communicate a solution in the most persuasive manner possible and keep compliance front of mind, all while being the assurer of quality.

So, if you are just starting out, what do you need to know to go from a blank page to providing a well-crafted, compliant and compelling response?

1.    Comprehend the submission requirements

Analyse the client’s tender documents and take the time to really comprehend what is being asked. Ensure you’re familiar with all aspects of the submission requirements and go back to them frequently to refresh your understanding. Don’t be afraid to reach out to others in order to clarify what is being asked and what needs to be delivered.

2.    Demonstrate your understanding 

Answer all of the parts of the question being asked, not just the parts you wish were posed. Don’t fall into the trap of making assumptions. It is crucial to show the client that you understand what is important to them - their objectives, needs and expectations. A simple way to start is using three phrases:

• We understand …

• We acknowledge …

• We recognise …

3.    Articulate your solution

What is your solution to the client’s objectives, needs and expectations discussed above?

• Describe the journey you have gone on to reach that particular solution

• Include reference to important solutions you dismissed that your competitor may use, and say why they’re not the right solutions

• Articulate your preferred solution and break it down into specifics (when, where, what and how)

• Wherever relevant, articulate how resources (people, process and systems) are brought to bear on the solution

4.    Evidence and/or justification

Provide evidence to support and justify your proposed solution. Where relevant, provide:

• Evidence of lessons learned and previous projects to support selection of the solution

• Directly relevant and contextual case studies in relation to previous projects

• Evidence from studies or applied research conducted by you or other experts to support the solution.

• References to solutions that were considered and dismissed and reasoning for dismissal.

5.    Benefit and/or Impact

Most importantly, articulate the benefits of your solution to the client. These should highlight:

• Where the solution is innovative or goes beyond business as usual

• The extent to which the solution meets or exceeds specification

• How the solution benefits the client in terms of their objectives, needs and expectations

A closing statement should be included so the client can easily reflect on the main elements and benefits of your solution.

So, whether you’re tasked to provide tender writing services or tender support, following these 5 key points will help you to improve your tender writing skills and enhance the submission you’re working on.

Whether you are new to tender writing or would just like to refresh your approach, we hope that this framework is helpful.  

Tender Plus is located in Brisbane, Sydney and Perth and operates nationally. If you’d like to learn more about how we can assist with tender writing, and more broadly, tender management, tender coordination, tender strategy and more, reach out for a chat, we’d love to help.