How to Make Your Tender Response Really Stand Out
Tenders can be gnarly little beasts and in a highly competitive and increasingly sophisticated bidding world, it’s important to make a good first impression on the tender evaluation panel. This requires a combination of careful preparation, a compelling presentation, and a focus on addressing the specific needs of the tender issuer.
Tenders can be gnarly little beasts. In a highly competitive and increasingly sophisticated bidding world, making a good first impression on the tender evaluation panel is essential.
It requires a combination of careful preparation, a compelling presentation, and a focus on addressing the specific needs of the tender issuer.
Here’s How to Ensure your Tender Response Really Stands Out:
Add an eye-catching cover page, and ensure it encapsulates a brief statement summarising your unique selling proposition (this should be no more than ten words). If you’re unsure how to design a nice cover page, check out Canva.
Create a compelling cover letter that includes the key points about why your business is a great fit for the tender requirements (the cover letter is actually the last thing you should write, but it’s the first thing - other than your cover page - that the tender evaluation panel will read.
Tailor your tender submission to the requirements of the response schedules. The biggest mistake I see time after time when I review my clients’ tenders is that they have tried to fit existing content into places where it just doesn’t belong.
Take the time to read each question carefully and then respond directly to the question asked.
Write like you’re talking to someone. Don’t use overly complicated language and avoid industry jargon — the evaluation panel may not include anyone who understands tech-speak.
Demonstrate why your company ticks all the boxes in the tender response document without overdoing it. Keep reinforcing how your skills and experience combine to be a low-risk option for the tender issuer.
Highlight the expertise of your core team, including their qualifications and the relevant experience that they have.
Provide a Capability Statement. It outlines the strengths and competencies of your business. It is always an excellent document to add as an Appendix (as long as the tender conditions allow additional supporting information to be included in your response). Include plenty of evidence, examples, case studies, and testimonials if you have them.
Final Thoughts
A standout tender response shows a deep understanding of the tender issuer’s needs, presents a tailored solution, and demonstrates your capabilities and commitment to delivering value.
If you need a hand to create a great response, I’m always here to help. Just call me on 0400 514 579, email me at pauline@tenderwise.com.au, or fill out this form.
Happy tendering!
How to jazz up your tender submission for success
When it comes to winning tenders, content and price are both obviously critically important components. But in a crowded marketplace, you need to do more than just write a compelling tender response - you need to really stand out from your competitors.
When it comes to winning tenders, content and price are both obviously critically important components. But in a crowded marketplace you need to do more than just write a compelling tender response - you need to really stand out from your competitors.
Here’s how to jazz up your tender submission for success!
When it comes to winning tenders, content and price are both obviously critically important components. But in a crowded marketplace you need to do more than just write a compelling tender response - you need to really stand out from your competitors.
Here’s how to jazz up your tender submission for success!
Use cover pages for your main submission and any appendices (see point 3 below). I like to use Canva — it’s easy to use, doesn’t cost much, and comes loaded with heaps of existing templates, so if you’re a beginner with this creative stuff, you can start off by updating someone else’s design. Pro tip: make sure you search for A4 templates, or you’ll end up with something that isn’t the right size for your tender submissions.
Add a cover letter. I always put this immediately after the cover page and use it to briefly outline the key aspects of the submission and why your business has the credentials and experience to deliver the tender requirements.
Add supporting information in Appendices. It is an excellent opportunity to include information such as evidence of qualifications, ISO certifications, your Capability Statement or resumes of your key staff. Always ensure that you reference everything in the main tender submission template, including the Appendix and the page numbers where the supporting information can be found. I usually have one Appendix for general supporting information and separate appendices for larger documents (such as your HSEQ Manual or sample Project Plan if requested).
Use headings to break up your text. It’s a simple thing, but by introducing headings you’ll make your content easier to read and it will be vastly more visually appealing.
White space is a good thing. The team who sits on the tender evaluation panel reviewing your submission are all busy people and don’t have the time to read long boring chunks of text. So, for example, in a tender submission, along with headings, keep your paragraphs short so you create plenty of white space, making it easier to digest the content.
Don’t be afraid to sprinkle through a few relevant images - depending on your industry, think screenshots from your workflow management system, images of your vehicles, and photos of some of your projects or things you’ve delivered.
Celebrate your successes. Most tenders I work on want to know about your approach and methodology to meet the tender requirements. While you definitely need to go into detail about the process you’ll go through to deliver the services, I always try to add some real examples that showcase how well your operational expertise has resulted in positive outcomes for your clients (linking back as closely as possible to the tender requirements).
That’s it — simple but effective! And if you don’t have the time or the inclination to jazz up your tender submissions yourself, that’s what I do all day long, so if you need a hand just give me a shout. You can shoot me an email at pauline@tenderwise.com.au, call me on 0400 514 579 or contact me using this form right here.
Are You Using the Right Words in Your Tender Submissions?
When it comes to great tender response submissions, words mean a lot. If you’re not using clear, concise and compelling language in your response, you’re not going to convince the tender panel that your business is hands down the best company for the job.
When it comes to great tender submissions, words mean a lot. If you’re not using clear, concise, and compelling language in your response, you won't convince the tender panel that your business is hands down the best company for the job.
At TenderWise, we’ve helped loads of businesses win tenders, but if you want to take the DIY route and write the submission yourself, here are our top tips:
Keep Your Response Simple.
The reason the KISS (Keep it simple, stupid) principle is so well known is because it works, even to tender responses. It’s smart, and it’s a good reminder to keep things, well – simple. Flowery words, overly technical content and industry jargon, may make you feel good, but they can be a real turn-off to your audience.
Keep Your Response Clear.
And focus and never say something in 10 words when five will do.
Write in a Conversational Style.
If you wouldn’t speak it the way you’ve written it, give it another go until it reads like a conversation.
Be Convincing.
Tell a story. Answer the questions in the tender response document by giving examples of hhow you have achieved the same outcomes for another similar client.
BUT (and it’s a big one) — always make sure that what you write is relevant to the question being asked. Don’t dive off onto a tangent just because you have something you want to say, but there isn’t anywhere apparent to put it.
Always Include a Cover Letter.
But that’s unless your tender template asks for an Executive Summary. It’s an excellent opportunity to highlight what’s so great about your business and how you have the skills and experience to deliver the required tender outcomes.
Don’t just Copy and Paste Your Tender Responses from Your Last One.
Sure, you can recycle content, but make sure it’s relevant to the question and read it through. I’ve seen plenty of tenders where content has been copied from one submission to another regarding the tender issuer not being updated.
Always Check Your Spelling and Grammar.
There's no excuse for getting it wrong when a spelling and grammar checker (such as the one built into Microsoft Word) only takes a few minutes to run. Poor spelling and grammar are a real distraction for the reader, and it just makes your business look sloppy.
Stay within the Word Count Limits.
If you’ve been told that there are word count limitations for your tender response, then make sure you stick to them — it will likely be penalised if you go over the limit.
Use Positive Terms
So, “will” — not “would” and “can” not “could”.
Use Meaningful Headings to Break Up Your Text.
And also add some visual appeal to your submission.
My Final Thoughts
If you’ve got a tender you want to respond to but don’t have the time or the inclination to develop powerful and compelling tender submissions TenderWise can help you. Call me, Pauline, at 0400 514579, email me at pauline@tenderwise.com.au, or fill out the form here for a completely obligation-free chat.