Tenders are different to quotes as they are open to everyone. As they are open to the whole market it is important to find and choose tenders that precisely meet your products, services, business goals and customer profile.
The structure of a tender:
A tender should be developed and written for three reasons:
1. to inform
2. to evaluate
3. to persuade
What separates your proposal from your competitors?
Identify your competitors and brainstorm what differentiates you from them. Then ask how these differences add value.
Offer a value proposition in your tender
When preparing your tender, you should provide a value proposition to ensure that your tender gets noticed. Some points to consider:
1. Focus on wht athe decision maker cares about
2. Quantify the impact of your value whenever possible
3. Show the impact of your value proposition graphically
4. Base your value proposition on your uniqueness factors
What tenders should you bid for?
Don’t bid for low value tenders if you have not thought through your business strategy. There is as much effort in preparing a low value tender as a high value tender. Think about how you can value add to the opportunity if you win a low value tender – eg development of material you may be able to resell or licence (depending on the IP rules of the tender), or reworking the methodology for another project.
Begin with research
The very first step, and one that is most important prior to writing anything is doing research on the tender you are seeking. The key is in doing your homework. It is more efficient and in the end more beneficial to send appropriate requests to fewer organisations than to send a shower of applications in the hope that one may land in the right place. While you may not be successful or even short listing on the first attempt, if the application has been well thought out and is indeed within the guidelines of the tender, the impression left is a positive one and the next time you try, you may be more successful.
Building your business
Use funding programs and tenders to build business with new customers. Use simple plain English language to gain customer confidence, not VET or technical terminology.
When preparing information to support your tender application, it is important to be able to support your application with real data. The Australian Bureau of Statistics is a valuable source of information and statistics relevant to all aspects of Australian life, including up-to-date information related to Labour Force and Demography.
Quantify the impact of your value whenever possible
What do you have to offer your client? Quantify the value of your proposal whenever possible. For most decision makers, numbers are more convincing than words.
Below is a list of resources to assist with tendering for work:
Top 10 tips for tendering for government business recorded webinar
Finding tender opportunities
Tendering for work
Winning work on major projects
The checklist you use will ensure that your tender addresses all the required elements.
Use the link below as a guide to create your own checklist before submitting your tender.