Many of the people I work with tell me that they find writing bids and proposals a time consuming and frustrating task. However, they all recognise that proposals are the lifeblood of their companies and that winning bids is, in many ways, the most important single thing that they do.
Although writing winning tenders isn’t rocket science, there are lots of things to keep in mind when you approach the challenge. Here are a few to start you thinking:
- Highlight your Win Theme: This is the single most important element of your bid. It’s the reason the client should work with you. It should be highlighted in your proposal at every opportunity.
- Show that you know the business: Show that you understand your client’s business and the constraints they work under.
- Ask yourself ‘so what?’: Make sure that you highlight the relevance of the points you’re making. Let the client know what benefits you’ll bring them.
- Prove yourself: Don’t assume that the client will know something (even if you’ve been working with them for years). Use statistics, case studies and testimonials to ‘prove’ what you’re saying.
- Get the language right: Ensure your bid documents are well written, clear and concise.
- Re-tendering: Throughout the delivery of your existing contract, ‘sell’ the renewal and try to lock-out the competition.
To find out more about winning bids without cutting prices come along to Lunch & Learn 14th June, click here for more info