It’s been more than 15 years since we first opened our doors here at Dawtek. Over the years, we’ve seen just how powerful Tendering can be as a business tool and as part of an effective Business Strategy. The numbers speak for themselves in relation to our Tender services given we’ve:
- Achieved a 75% overall success rate
- Generated over $1 billion in value in terms of projects won to date
We’ve done the numbers and our team is currently completing over 120 Tender Proposals each year. If you haven’t already and you have the capacity, it really is time to experiment with how Tendering can change the playing field for your business in 2017 and beyond.
Before we delve deeper into the actual process, what is Tendering? Competition Tendering or a Request for Tenders (RFT) is a formal, structured invitation made by a purchasing organisation, advertising to suppliers to submit a bid for products or services. It is often conducted to promote competition, while allowing for full transparency and giving numerous suppliers the opportunity to pitch for new business. While each Tender process may be slightly different, in general, they involve these four fairly self-explanatory steps:
- The advertising process
- The selection phase
- The awarding of work
- Contract negotiations
Writing a successful Tender is an art. It’s not something we’d advise you to do over the course of a couple of days or hours. While most processes are likely to include a specification document complete with a response template and sections for you to fill in, like anything in business, it’s best to outsource the actual writing of your Tender if you have no experience with this type of writing. Not only is this likely to enhance your chances of winning the Tender, it leaves you to focus your attention on your business.
If you’re new to the Tendering process, here are our 5 top tips to help you write a winning Tender if you choose to do so yourself.
#1: Use all templates and formats provided and follow them carefully
Often, you’ll find that Tender specification documents include word counts and file format requests. Make sure you follow these carefully so that you make reading your application as easy as possible for the Tender review panel.
#2: Pay attention to the actual structure of your document
In the event that no specification documents are provided, make sure your Tender is clear (use headings wherever possible), flows logically and is organised well. You’ll need an introduction that clearly outlines your main contentions and don’t forget to utilise visual aids wherever you can. Sometimes, a well designed infographic is a more effective communication method than writing 1,000 words. Of course, there are also times when writing 1,000 words is more effective – be strategic and deliberate in your approach.
#3: Do your homework
Walk into the process informed and understand what is required – we’re talking about including necessary ABN details, a company profile, clear pricing, whether you’ll be subcontracting and so on. Always adhere to the criteria in the Tender request and be sure not to skip over any finer details. Remember, while a Tender sees you discussing and persuading your audience as to how you can benefit them, your Tender is all about your potential buyer, their needs and how you can fulfil and exceed their expectations.
#4: Proofread your Tender meticulously
Not everyone is a writer or a proofreader and that’s okay. The world is made up of people with many different talents. Once your Tender is at a level you’re happy with, always proofread it (more than once, on different days preferably too). Use spell check and everything else available to you. Our best piece of advice for proofreading, is to give your Tender to someone who hasn’t been involved in the process. Remember, you’ve probably been looking at this document for hours on end. A fresh set of eyes won’t just pick up those tiny mistakes to ensure your Tender is professional, they’ll ensure someone is questioning anything that isn’t entirely clear or that could be better articulated.
#5: Be timely with your submission
Don’t see your Tender response excluded from consideration because of something silly such as missing the due date. These processes have specific rules that are set in stone and in most cases, that cannot be negotiated. If you’re preparing to submit online, always allow for technical difficulties or challenges (in other words, don’t leave it until the last day to submit your Tender).
At Dawtek, our team is renowned for our Tender services. From Tender preparation including Strategy and Research, to reviews, critiques and the preparation of supporting documents, we’re your one-stop destination for all things Tenders. Oh, and we’re part of that small minority of people who actually loves writing Tenders!