How to manage Tender Terror

Tenders are stressful for everyone involved but their popularity is increasing. Tenders allow businesses to source new suppliers and provide transparency for government departments.

So rather than avoiding them, here are a few tips to help you build your business by applying for tenders.

Preparation is the key

The amount and type of information requested in tenders can be daunting. However, each industry tends to have similar requirements. Registering for tender notifications will allow you to view tenders so you can track the types of information your industry requires.

The tender submission process will be simplified if you prepare answers to the commonly asked questions in advance. Examples include:

  • Organisational chart
  • Profiles for owner(s), director(s) &/or key personnel
  • Areas of expertise
  • Summaries of past projects
  • Contact details
  • Workplace safety policies & procedures
  • Human Resources policies
  • Environmental policies & procedures

Talk to every member of the selection committee

Tender selection committees usually include people with a range of expertise. Not everyone will be a technical expert. So when answering tender questions, think about who will be reading them. If the wording of the question indicates they want a technical answer, then you need to include technical information. However, be conscious that some answers should be phrased in terms the general public can understand. That way, every member of the selection committee will have the chance to understand what you offer and why you’re the best choice.

It’s not about price!

While price is always important, it’s often not the key criterion. The tender selection committee will have a number of things they are looking for – even if they don’t tell you what they are.

Things that may allow your business to stand out from the crowd include:

  1. Financial Security – drafting tender requirements and reviewing submissions are a drain on any organisation’s resources. They want to know the successful submission will be financially secure, experienced and will remain in business for the entire project period.
  2. Technical expertise – depending on your industry, it may be important to emphasise things like staff training, your areas of technical specialisation, continual improvement policies or your methodology for keeping up-to-date with technological advancements.
  3. Adding value – Demonstrate you understand the client’s needs by adding something valuable to them that is inexpensive for you to supply. For example, consider offering fixed-fee packages or fast turn-around times. Often selection committees are prepared to pay a little more for inclusions they value.

Don’t be afraid. Give it a go!

Now it’s time to research tenders in your industry to discover the most commonly asked questions so you can prepare some answers in advance. Remember, there are copywriters like us, who specialise in helping businesses write their tender submissions. In fact, Consider It Done Australia has helped many businesses successfully bid for important tenders.

If you have any questions or would like some help with preparing your next tender submission, call Karen on 1300 780 642 or contact us here.

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