Writing is easy for some, difficult for others but writing winning tenders remains challenging for all!
As a result of of this let’s look at three key aspects:-
It is easy to confuse all, however, it is important to know the difference.
Described as the narrative aspect of the response Style is the basic component in a Bid or Tender.
To neglect style indicates loss of focus on the buyer, therefore the same style doesn’t suit every application process.
Keeping the information relevant to the reader depends of adjusting the approach to meet the buyer’s specification.
Tip 1 –
use a reflective style in responding to the opportunity. Where the specification uses very short sentences and paragraphs, few multi-syllable words and word pictures, respond in the same way.
More expansive specification content and the inclusion of reference points, data sources and guidelines does indicate the buyer is looking for synergy.
Tip 2 –
adopt “one voice” when responding. This ensures that the answers flow. Individual contributions require editting everytime.
A Construction Company requested support following 12 months of failing to secure 1 of the 30 opportunities they bid for.
We asked the Buyers for their feedback in other words we found out why specific bids failed.
Reviewing the scoring trends the same parts of the response scored poorly. Common factor two senior managers refused to allow junior staff to edit their content.
This immediately changed and they were successful.
Lesson – Carry on repeating the same error and it is the same result.
Conclusion – style counts and it takes time to master
Opportunities always arrive with clear guidance. Failing to study the guidance leads to issues with bid and tender structure.
Cataloguing or Indexing are classic issues. As a buyer it was common to have bids and tenders returned with the requests on structure, format and file attachments totally ignored.
When there are a lot of responses structural issues with bids cause them to be ignored.
Structured answers generate better scores. Where the buyer has created a composite question answer in the same order. If this requires some repetition that works.
The question has been asked in that format for a specific reason.
Consequently structure your answer:-
Tip 3 –
Statement, reason, evidence and justification statement.
This lets the Buyer know you understood the question, your reason for responding this way based on the evidence you have provided. The final statement reinforces the competence.
Tip 4 –
Create a clear format for evidence. This ensures that the buyer gets the point. Fluid evidence reduces the potential for scoring.
Verbage, redundant words and irrelevant page fillers create confusion consequently resulting in poor scoring opportunities.
Therefore, a lack of white space, total text, prevents the reader from absorbing the information and reduces the likelihood that everything is read thoroughly.
Charts for chart sake and the same with pictures fail to enhance the document. They may look pretty and break up the page. However, chose with care.
Above all use:
- Short sentences.
- Short papragraphs.
- Clear answers.
Hiding the response in words is a classic content issue. Clarity, Brevity and Relevance are the best editing tools on content.
Edit content with two questions – does it answer the question? is it relelvant to the response.
The bid and tender writers working with our clients ensure that the content, structure and style present the appropriate picture of competence, capacity and capability.
Tip 6 –
Consequently, word redundancy, wasted content and long paragraphs are distracting, keep it short and clear. If you can say it in 100 words then do!
Therefore the Spring Masterclasses and Tender Writing workshops are designed to explore aspects of this subject in depth. Join us for the “hands on” workshops in London, Birmingham and the South West.
Contact us for the next dates.