Tender Tactics - is it what you say or how you say it?

When you're preparing a tender submission, the natural instinct is to focus heavily on what you’re saying—after all, that’s where you demonstrate your capabilities, experience, and offer. But if you’ve ever lost a bid despite having the best technical solution or the most competitive price, there’s a good chance the issue wasn’t what you said—but how you said it.

In a competitive tendering environment, especially within government and institutional contracts, presentation, tone, and clarity matter more than many businesses realise. A good submission meets the requirements. A winning submission makes those requirements easy to assess, compelling to read, and confidently delivered.

So let’s break it down: what really matters more in a tender - what you say or how you say it?

The content (what you say)

Let’s start with the obvious - substance matters. If you don’t have the capability, qualifications, or relevant experience to deliver on the contract, no amount of great writing is going to save your bid.

Strong content in a tender includes:

• Detailed methodology showing how you’ll meet the scope.

• A team with relevant experience and qualifications.

• Robust safety, quality and environmental systems.

• Evidence of past success (e.g., case studies, KPIs).

• A clear understanding of the client’s objectives.

• Value for money, innovation, and risk management.

This is the foundational layer of any good response. If the core offer is weak, the rest doesn’t matter. But having the right content isn’t enough on its own.

The communication (how you say it)

This is where many good businesses fall short. Their content is strong—but it’s buried in wordy paragraphs, littered with jargon, or presented in a way that’s hard for the evaluator to follow.

How you say it includes:

• Clarity and conciseness.

• Logical structure and easy navigation.

• Plain English and client-focused tone.

• Clear headings, bullet points, and summaries.

• Visual consistency and professional formatting.

A great tender isn’t just informative - it’s reader-friendly. It understands the evaluator’s time constraints and helps them quickly find what they’re looking for.

Why “how” can make or break your submission

Let’s imagine two submissions:

• Company A lists their experience in a paragraph with dense text, limited formatting, and vague outcomes.

• Company B presents the same experience in a concise table with project names, outcomes, KPIs, and a short paragraph explaining relevance.

They both did the work - but Company B made it easy to understand and aligned it clearly with the tender’s priorities.

Evaluators want to give you the best score possible, but they can only do that if your submission makes it easy for them to find and interpret the information. That’s where writing, formatting, and layout come into play.

The role of tone and language

Tenders are often read by panels of people with mixed expertise, including procurement officers, technical specialists, operations staff. You’re not writing a legal brief; you’re telling your story to a time-poor, mixed-skill audience, so it’s important to use a tone that’s:

• Professional, not robotic.

• Confident, not arrogant.

• Plain, not technical (unless required).

• Client-centric, not self-congratulatory.

Instead of saying:

“We are a highly regarded provider of end-to-end facility maintenance solutions.”

Try:

“We maintain over 50 buildings across mulitple locations, achieving a 96% compliance score in independent audits.”

Show, don’t just tell.

Case studies: the ultimate combo of what + how

Case studies are one of the best ways to blend strong content with strong communication. A well-written case study provides:

• Relevant experience (what you’ve done).

• Specific results and outcomes (how well you did it).

• A story format that’s easy and engaging to read (how you said it).

When done well, a case study becomes a proof point that builds trust, not just a paragraph of background noise.

Final verdict: it’s both - but don’t underestimate the “how”

Yes, the technical content matters. Yes, you need to tick all the boxes. But don’t ignore the role of presentation, tone, formatting, and structure. Because when every competitor has similar capabilities, the winning submission often comes down to who said it better.

A clear, compelling, well-structured tender helps evaluators do their job—and that gives you a serious edge.

Need help saying it better?

TenderWise helps businesses across all sectors create persuasive, professional tenders that don’t just meet the brief - they stand out.

From editing and formatting to full-service tender writing, we’ll help you say it right, and give you the best chance to win more work.

Here at TenderWise we can help with that! Just give Pauline a call on 0400 514 579 or shoot an email to pauline@tenderwise.com.au and we’ll get right back to you!

Should I attach key staff resumes with my tender submission?

When bidding for government or corporate tenders, every aspect of your submission matters - including the resumes of key personnel. A well-structured, professionally developed resume not only highlights individual expertise but also strengthens your company’s credibility and demonstrates your ability to deliver the project successfully. Here’s why your resumes are so important.

Demonstrates competence & experience

Government and corporate clients want to know they’re working with a team that has proven skills and industry expertise. A professionally crafted resume helps showcase:

• Relevant qualifications & certifications (e.g., trade licenses, security clearances, WHS training).

• Years of industry experience in similar projects.

• Key projects completed, including scope, value, and role.

• Technical expertise & specialisations.

Resumes should be customised to highlight experience specific to the tender rather than providing a generic CV.

Builds credibility & trust

A well-formatted and structured resume sends a message that your business invests in professionalism, is transparent about the capabilities of your workforce and has a team of skilled experts ready to execute the contract.

A sloppy, outdated, or poorly written resume could raise red flags about your company’s reliability and attention to detail.

Pro Tip: Include testimonials or references in resumes to reinforce credibility.

Highlights key personnel’s value in project delivery

In many tenders, evaluators assess the skills and experience of key personnel as part of the selection criteria. Your team’s qualifications and past performance can set you apart from competitors.

A professional resume should clearly outline:

• How the individual’s expertise aligns with the project.

• Leadership & problem-solving capabilities.

• Project management & technical execution skills.

Use concise bullet points to make skills and experience easy to scan.

Ensures compliance with tender requirements

Many tenders require specific information about key personnel, such as:

• Name, role, and responsibilities in the proposed project.

• Educational background & industry accreditations.

• Previous experience in similar roles/projects.

A professionally developed resume ensures that all mandatory details are correctly formatted and aligned with tender requirements. Always cross-check the resume against the tender’s selection criteria to ensure compliance.

Enhances the overall quality of the submission

A high-quality tender submission should be polished, well-organised, and persuasive. Inconsistent formatting, grammar mistakes, or missing information in resumes can weaken the overall document.

A professionally written resume improves visual appeal and readability, as well as the overall professionalism of the submission, and ensures consistency in branding and presentation.

Helps you stand out from competitors

Tendering is highly competitive, and small details can make a big difference. A well-structured, compelling resume can set your business apart by:

• Showcasing unique expertise (e.g., specialist skills, industry awards).

• Demonstrating leadership in the field.

• Personalising your bid, helping evaluators connect with your team.

Use real project examples and quantifiable achievements, such as “Led a $500K project that reduced costs by 15%”).

Saves time & reduces last-minute rush

Having pre-prepared, professional resumes for your key personnel means you won’t scramble to put them together at the last minute. Instead, you can:

• Quickly tailor resumes for different tenders.

• Maintain an updated personnel database for future submissions.

• Focus on fine-tuning your bid strategy instead of formatting CVs.

It’ important to also regularly update resumes with new skills, certifications, and completed projects. as these happen

Wrapping Up

Your team’s expertise is one of your strongest assets, and professional resumes help showcase this effectively. Investing in well-structured, tailored resumes for tender submissions can:

• Strengthen credibility and professionalism.

• Highlight the best qualifications and experience of your team.

• Ensure compliance with tender requirements.

• Help you stand out in competitive bidding.

But if you’re not confident in writing professional resumes, you might want to use the services of a professional to develop polished, industry-specific CVs for your team. Here at TenderWise we can help with that! Just give Pauline a call on 0400 514 579 or shoot an email to pauline@tenderwise.com.au and we’ll get right back to you!

What types of tenders does TenderWise specialise in?

At TenderWise, our tender writers are experts in helping businesses across a wide range of industries win contracts and grow their operations. From government projects to private sector opportunities, our team has the experience, knowledge, and strategic insight to craft compelling, compliant, and winning tender submissions. We know there are a number of tender companies in Australia, but here’s a closer look at the types of tenders our tender writers specialise in - and how we help businesses succeed.

Government Tenders

Government contracts offer lucrative opportunities but come with strict compliance requirements. Our tender writers are skilled in navigating the complexities of government tender processes, ensuring your submission meets all regulatory and evaluation criteria. We work across all levels of government—local, state, and federal—to position your business as a reliable and capable partner.

Cleaning Tenders

From commercial cleaning tenders to specialised services like industrial or medical cleaning, we help cleaning businesses articulate their expertise, safety protocols, and cost-effectiveness. Our tender writers specialise in cleaning tenders and highlight your team’s skills, equipment, and commitment to quality, ensuring your cleaning tender submissionstands out in a competitive market.

Construction Tenders

Whether you’re bidding for large infrastructure projects or smaller-scale civil works, our team has extensive experience crafting tenders for the construction sector. We showcase your technical expertise, project management capabilities, safety record, and ability to deliver projects on time and within budget.

Concreting and Civil Works Tenders

For concreting and civil works tenders, precision and attention to detail are key. Our tender writers focus on highlighting your capacity to deliver quality results, whether it’s footpaths, kerbing, driveways, or large-scale infrastructure projects. We align your submission with the client’s specific requirements to demonstrate your reliability and professionalism.

Catering and Events Tenders

In the dynamic world of catering and events, our tender writers help you showcase your creativity, logistical expertise, and ability to deliver memorable experiences. Whether it’s for large-scale government events or intimate corporate gatherings, we highlight your team’s flexibility, menu offerings, and focus on client satisfaction.

Electrical Tenders

Electrical contractors require tender submissions that demonstrate technical expertise and adherence to strict safety standards. Our tender writers excel at presenting your experience in electrical installations, maintenance, and specialised projects, ensuring your bid highlights your reliability and compliance.

Landscaping and Vegetation Management Tenders

Whether it’s beautifying public spaces or managing vegetation for Local Government, our tender writer help landscaping and vegetation management businesses shine. We emphasise your environmental stewardship, equipment capabilities, and ability to deliver aesthetically pleasing and sustainable outcomes.

Painting Tenders

Painting contractors often bid on residential, commercial, and industrial projects. Our tender writers articulate your experience, attention to detail, and use of high-quality materials, positioning your business as the top choice for achieving flawless finishes.

Plumbing Tenders

For plumbing businesses, tenders require a clear demonstration of technical expertise, licensing compliance, and customer service. Our tender writers create submissions that highlight your track record in installations, repairs, and maintenance, whether it’s for government buildings, residential developments, or commercial facilities.

Professional Services Tenders

From consulting to IT solutions, professional services tenders require a focus on expertise, innovation, and tailored solutions. Our tender writers help you showcase your industry knowledge, client-centric approach, and ability to deliver measurable results.

General Trades Tenders

For general trades businesses, tenders often cover a wide range of services, from carpentry to HVAC maintenance. Our tender writing team ensure your submission highlights your versatility, experience, and commitment to quality workmanship, helping you secure long-term contracts.

Manned Security Tenders

Security services are in high demand, and our tender writers know how to position your business as a trusted provider. We focus on your team’s training, certifications, and ability to deliver comprehensive security solutions tailored to your client’s needs, whether for government facilities, events, or private properties.

Medical Services Tenders

For businesses in the medical field, tendering requires a strong focus on compliance, quality assurance, and patient care. Our tender writers work with you to craft tender submissions that highlight your expertise, accreditations, and ability to meet the highest standards of service delivery.

Electronic Security Tenders

Electronic security tenders require a demonstration of technical expertise, innovation, and reliability. Our tender writing team showcase your ability to design, install, and maintain advanced security systems, including CCTV, access control, and alarm monitoring, to meet the client’s specific requirements.

Why Choose TenderWise?

At TenderWise we understand that every tender is unique, and so is your business. Our experienced tender writing team work closely with you to understand your strengths, align your proposal with the client’s requirements, and craft a compelling tender submission that maximises your chances of success. With a deep understanding of industry standards and a proven track record of winning tenders across diverse sectors, we’re here to help you secure the contracts that drive your business forward.

Ready to take the next step? Contact us today to discuss how we can help you win your next tender. Just give Pauline a call on 0400 514 579, or shoot me an email to pauline@tenderwise.com.au

How should I structure my tender response submission?

Tendering for a contract is a highly competitive process that requires a well-structured and professional submission. A winning tender response isn’t just about offering the lowest price - it’s about clearly demonstrating why your business is the best choice to meet the client’s needs and offers the best overall value for money Here’s a step-by-step guide on how to write a tender response that stands out from the competition.

Cover Letter

Your tender submission should begin with a concise and engaging cover letter. This serves as your first impression, so make it count. It should include:

• A brief introduction to your business and your expertise.

• A summary of why your company is the ideal choice for the project.

• Acknowledgement of the client’s needs and your commitment to delivering exceptional results.

• Contact information for the person managing the tender submission.

Executive Summary

The executive summary is a snapshot of your tender response. It should outline the key points of your submission and highlight your unique value proposition. It should include:

• An overview of your understanding of the project’s requirements.

• A summary of how your business will meet those requirements.

• Key benefits your business offers, such as cost savings, innovation, or reliability.

Keep this section concise and focused, as many decision-makers will read this first to gauge your suitability.

Business Profile

Provide a brief overview of your company to establish credibility and demonstrate your capacity to deliver the project. Include:

• A history of your business, including years of operation and industry experience.

• Key achievements and relevant projects.

• Certifications, accreditations, or memberships relevant to the tender.

• An introduction to your team, highlighting their expertise.

Demonstrate Understanding

Demonstrating a clear understanding of the client’s objectives is crucial. This section shows you’ve done your homework and tailored your response accordingly. Include:

• A detailed analysis of the project requirements.

• Specific challenges the client may face and how your solution addresses them.

• Your approach to ensuring the project is completed on time and within budget.

Tip: Use language from the tender documentation to show alignment with the client’s priorities.

Methodology and Approach

Outline how your business plans to deliver the project, step by step. This section is your chance to showcase your expertise and organisational capabilities. Include:

• Your proposed approach to completing the project.

• Key milestones and a timeline for delivery.

• The tools, technology, or techniques you will use.

• Quality assurance measures to ensure high standards are maintained.

Pricing and Value for Money

Be transparent and detailed when outlining your pricing structure. While price is an important factor, value for money often weighs more heavily in the evaluation process. Include:

• A breakdown of costs, including labour, materials, and any additional expenses.

• A clear explanation of how your pricing represents value for money.

• Optional extras or cost-saving suggestions, if applicable.

Tip: Avoid lowballing your bid just to win the contract. This can lead to financial strain and compromise the quality of your work.

Risk Management

Clients want to know that you can handle potential risks without compromising the project. This section demonstrates your ability to foresee challenges and mitigate them effectively. Include:

• Potential risks related to the project (e.g., delays, supply chain issues).

• Strategies to manage and minimise these risks.

• Past examples of how you successfully mitigated similar risks.

Case Studies and References

Provide evidence of your past success to build confidence in your capabilities. Real-world examples and testimonials can make your tender response more compelling. Include:

• Case studies of similar projects, including details of the challenges, solutions, and outcomes.

• Client testimonials or feedback that highlight your strengths.

• Contact information for referees who can verify your work.

Compliance and Documentation

Ensure your submission meets all the mandatory requirements outlined in the tender documentation. Non-compliance can result in disqualification. Include:

• Proof of certifications, licenses, and insurance coverage (e.g., public liability, workers’ compensation).

• Signed declarations or forms requested by the client.

• Any additional documentation specified in the tender.

Appendices & Supporting Information

Use appendices to include any additional information that supports your submission without cluttering the main body. Include:

• Detailed project plans or drawings (if applicable)

• Resumes of key personnel involved in the project.

• Additional financial or technical information (if relevant).

Tips for Success

• Follow the tender instructions and ensure your submission is formatted, organised, and delivered as per the client’s guidelines.

• Keep it professional by using clear, concise language and avoiding jargon. Ensure your submission is free of errors and visually appealing.

• Customise your response by tailoring your tender to the specific needs and priorities of the client. Avoid using generic templates that don’t address the project’s unique requirements.

• Submit your tender response on time as late tender submissions are typically not accepted, so ensure you allow plenty of time for final checks and delivery.

Final Thoughts

A well-structured tender response not only highlights your expertise but also builds trust with the client. By following these steps, you can create a compelling submission that positions your business as the best choice for the project. Remember, tendering is as much about presentation as it is about capability - so invest the time to craft a winning response.

Ready to put these tips into action but need a hand to submitting a tender? Our tender writers can help wh that! Just call Pauline on 0400 514 579 to get the ball rolling!

What evidence should you include to support your tender bid?

Submitting a tender is a critical process for many businesses seeking new or renewed contracts, and it requires meticulous preparation and a strategic approach. A well-crafted tender submission can be the difference between winning and losing a contract, and one of the most crucial aspects of a tender is the evidence you include to support your proposal. This evidence demonstrates your capability, reliability, and suitability for the project. Here are key types of evidence to consider - they may not be relevant to every tender, but they are fairly common across most of the tenders that I work on:

Your Credentials and Experience

Your company’s credentials and experience are foundational elements of your tender submission. This includes:

1. Including a detailed overview of your company, including history, mission, vision, and values.

2. Highlighting relevant projects you have completed by focussing on projects similar in scope and complexity to the tender you are bidding for.

3. Providing case studies that showcase successful outcomes, particularly those relevant to the tender requirements.

Your Technical Capability and Resources

Demonstrating your technical capability and the resources at your disposal is essential. Include:

1. Information about your team’s qualifications, certifications, and expertise in the relevant field.

2. Details about the tools, technology, and facilities you have to execute the project.

3. Highlight any innovative approaches or technologies you plan to utilise that differentiate your bid.

Your Financial Stability

Financial stability is a key concern for many tender issuers, as it assures them that you can complete the project without financial difficulties. You could include:

1. Audited financial statements for the past three to five years, if requested by the tender issuer.

2. Any credit ratings from recognised agencies.

3. Letters from your bank attesting to your financial health.

Health, Safety, and Environmental Policies

Health, safety, and environmental considerations are increasingly important in tender evaluations, so if requested make sure you provide:

1. Copies of your health, safety, and environmental policies, procedures and manuals.

2. Any relevant certifications such as ISO 14001 for environmental management or ISO 45001 for occupational health and safety.

3. Records of past incidents and your approach to managing and mitigating such risks.

Quality Assurance

Quality assurance demonstrates your commitment to delivering high standards. Include:

1. Information about your quality management systems, such as ISO 9001 certification.

2. Detailed descriptions of your processes and procedures for ensuring quality.

3. Testimonials from previous clients that attest to your high-quality deliverables.

References and Testimonials

References and testimonials from previous clients can significantly bolster your submission. Include:

1. Contact details of clients who can provide positive feedback on your work.

2. Letters or statements from satisfied clients highlighting your performance and reliability.

3. Any industry awards or recognitions that acknowledge your excellence.

Risk Management Plans

Risk management is crucial to project success. Include:

1. A detailed risk assessment specific to the project you are bidding for.

2. Clear strategies for mitigating identified risks.

3. Well-defined contingency plans for potential issues that could arise during the project.

Compliance with Requirements

Ensure your submission complies with all the tender requirements. Include:

1. A matrix or checklist showing how you meet each requirement of the tender.

2. Evidence of your compliance with relevant laws and regulations.

3. If required, include a bid bond or guarantee as specified in the tender documents.

Make it Comprehensive and Make if Relevant

Including comprehensive, relevant evidence in your tender submission not only strengthens your proposal but also builds trust with the client. By meticulously compiling and presenting your credentials, technical capabilities, financial stability, and more, you position your company as a reliable and capable partner for the project. Remember, the goal is to provide clear, concise, and compelling evidence that you are the best choice for the job.

By paying attention to these details and ensuring all evidence is well-documented and presented, you enhance your chances of securing the tender and successfully delivering the project.

If you need a hand with your tender from a professional tender writer, I’m here to help - just call me on 0400 514 579 or shoot an email to pauline@tenderwise.com.au for a completely obligation-free chat.

What it's like working with TenderWise

I know that spending money on professional tender writing services can be like taking a walk into the unknown if you’ve never worked with the business or person before. That’s why I decided to write this blog to give you a few insights into what it’s like working with me.

First, a little about me. I’m Pauline Sabin, and I started TenderWise 10 years ago after a. long career in General Management positions in large commercial and medium-sized businesses. I founded TenderWise after leaving my employer (who wanted me to move to a different state - this would have resulted in a promotion, but I live on the Gold Coast, and I like it here, so Melbourne didn’t hold a lot of appeal).

Throughout my previous career, I’d had plenty of experience on the evaluation side of large tenders and I’ve always had pretty persuasive writing and communication skills, so the move to establishing a business that’s effectively all about writing seemed like a natural fit.

Fast-forward a decade, and I have completed successful tenders for just about every industry sector. I also have many amazing clients who use my services exclusively. I’ve also been named as one of the world’s to 20 tender blog writers, and I’ve recently won an Innovation & Excellence Award from Corporate Live Wire. One way you can get a sense of what it’s like working with me is to read some of the testimonials I’ve received, which you can do here.

In more detailed terms though, when you work with me you can expect a streamlined and effective way to enhance your chances of winning a bid. Here’s a detailed description of the process:

Initial Chat

During our initial chat (after you’ve sent me the tender documentations), I’ll assess the requirements of the tender. This includes understanding the specifications, deadlines, and criteria set by the client or issuing authority.. I’ll also take time to understand your business, including your products or services, strengths, and competitive advantages. From this, I’ll develop a strategy for the tender response, including identifying key themes, messages, and unique selling points.

Information Gathering

Once you’e agreed to my Proposal, I’ll ask for the key information I need to develop the response. Initially this will be in the form of a brain dump from you - you don’t need to worry about how it’s written (that’s my job) but I do need relevant information that I can pull into a cohesive and compelling story. If you have any existing documentation such as previous tenders, marketing materials, and project reports I’ll also review these to identify anything that can be recycled into the new tender.

Drafting the Tender Submission

Next, I focus on the tender response, with clarity, compliance, and persuasive content being top of mind. This involves several rounds of writing, editing, and revising. I’ll share the draft with you when it’s pretty close to the final version so I can incorporate your feedback into the document. I have never had a client make anything more than superficial or very minor changes at this stage of the process.

Review and Finalisation

Prior to sending you the final version, I proofread the document closely for spelling, grammar, and formatting errors to ensure a professional presentation. I also complete a thorough thorough check to ensure that all tender requirements and criteria are met, and that all necessary documents are included. Then it’s over to you to submit the tender response through the specified means (iusally an online tender portal) before the submission deadline.

Post-Submission

Sometimes the tender issuer may have follow-up questions or requests for additional information and if this happens I’ll help you to develop the post-submission response. If the bid is unsuccessful, I encourage you to seek feedback and I’ll help analyse feedback to identify areas for improvement in future tenders.

Benefits of Working with a Professional Tender Writer like TenderWise

1. Expertise: A professional tender writer brings specialised knowledge and experience, increasing the quality of your tender response.

2. Efficiency: I manage the process efficiently, saving you and your team time and effort.

3. Compliance: I ensure all requirements are met, reducing the risk of disqualification on technical grounds.

4. Persuasiveness: I’m a skilled writer, so I can present your strengths compellingly, improving your chances of winning the bid.

In summary, working with TenderWise involves a collaborative process where I take care of the bulk of the writing and compliance work, allowing you to focus on providing the necessary information and expertise about your business. If you need a hand with your tender - or if you’d like a completely obligation chat, just give me a call on 0400 514 579 or shoot me an email to pauline@tenderwise.com.au.

Are you tender ready? Check these tips before you start writing your bid.

Writing a great tender response submission is critical if you want to secure Government and commercial contracts and projects. A compelling tender submission should showcase your capabilities and demonstrate how you're the best fit for the job. Keep reading to find out how to develop an outstanding tender response:

1. Understand the Requirements

Start by carefully reading the tender documentation so you fully understand the objectives and any specific requirements. This step is crucial for tailoring your response to exactly what the tender issuer is looking for. If anything is unclear, ask for clarification from the issuer (and don’t forget to check the tender documents for the cut-off date for questions - the last thing you want to find is that something isn’t clear only to realise it’s too late to clarify it). It's always better to ask questions than to assume something that might lead to a submission that doesn’t fully answer the questions.

2. Plan Your Response

Make a checklist of all the requirements and documents you need to submit. This ensures you don't miss any critical components of the tender. You might also want to portion different parts of the tender response out to various team members who have specific knowledge or skills in certain areas.

3. Highlight Your Competitive Advantage

Identify and highlight what makes your business stand out. This could be your innovative solutions, past project successes, or specific expertise relevant to the tender. It’s also important to support your claims with evidence, so include case studies, testimonials, certifications, and awards to build credibility.

4. Pay Attention to Detail

Ensure you respond to every question as asked, and tailor your answers to demonstrate how you meet or exceed each requirement. It’s also important to be clear and concise and avoid the use of jargon or overly complex language. Your tender response submission should be easy to understand for anyone reading it.

5. Focus on Value, Not Just Cost

Of course, being price-competitive is important but it’s also crucial to focus on the value you offer. Explain how your approach or solution provides the best return on investment for the tender issuer. If possible, suggest innovative solutions or approaches that could save time, reduce costs, or improve outcomes for them.

6. Review and Refine

Typos or grammatical errors can undermine your credibility, so carefully proofread your submission or have someone else review it for you. While you’re at it, check to ensure your response adheres to all formatting and submission guidelines. This includes meeting the deadline, following any specified structure, and including all requested attachments.

7. Follow Up

Whether you win or lose, ask for feedback on your submission. This can provide valuable insights for future tenders.

The Last Word

By following these steps and continually seeking to improve your submissions, you'll increase your chances of winning tenders and growing your business. Remember, each tender is a learning opportunity and a chance to refine your approach for the future.

If you find you’re too short on time to develop your submission, our tender writing services can help. It costs nothing to have a chat, so why not give Pauline a call today at 0400 514 579 or shoot her an email at pauline@tenderwise.com.au!

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!

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!

1. 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.

2. 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.

3. 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).

4. 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.

5. 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.

6. 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.

7. 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.

8 reasons why you need professional resumes for your key staff

It’s not always necessary, but it’s becoming increasingly common for tenders to ask for copies of professional resumes for key staff to be included in the tender response submission.

I don’t think I’ve ever worked on a tender submission that hasn’t wanted to know all about the skills and experience of the management team and key staff members who will be responsible for the delivery of the contract requirements and the quality of the outcomes.

So, should you spend the time (and money if you get professional help) to get those resumes up to date and displayed in a company-branded template that demonstrates the continuity of information? In my humble opinion, the answer is very clear — yes. 

Here’s why:

1. Leaving it until the last minute to madly try to cobble together some professional summary resume for you and your staff will result in poorly written documents that don’t show you in the best possible light.

2. Most of the business owners I work with don’t have a resume since they’ve been running their own business for many years and have simply never had the need to develop one - so leave it until the last minute (refer to point 1).

3. Resumes for key staff may exist but are usually old. Don't include the current company and may not be relevant to the current position - so it gets left until the last minute to update (refer to point 1) or, even worse, gets submitted as a year's out-of-date document.

4. Even if everyone’s professional resume template is relatively current, they are likely to all be in different formats, which doesn’t do anything to reinforce your brand or the professionalism of your business.

5. Each resume is a fantastic opportunity to showcase your skills, qualifications, experience and achievements in far more detail than you can generally fit into the tender response schedule.

6. Well-written resumes provide a profile of team members and are the first building block to develop relationships and trust between your team and the tender issuer.

7. You can customise each professional summary for a resume for each tender - this doesn’t take much. Sometimes, it might be just changing the order of specific points, wording, or certain role responsibilities.

8. You can be concise. No one wants to wade through a 10-page resume when it should only take two. It is particularly relevant if the tender instructions include a page limit for resumes.

That’s it! If I can provide one piece of advice, it would be to start working on your professional resumes early on in the tender process (or before the next opportunity hits your inbox) so you have them ready to go (apart from any small bits of customisation needed). 

If you need a hand, I’m here to help! I’ve developed awesome resumes for loads of my clients, and I can help you too - just give me (Pauline) a call at 0400 514 579, contact me here or shoot me an email at pauline@tenderwise.com.au.

The beginner's guide to creating a compelling tender submission

Tender submission requirements can be pretty arduous, and sometimes it's hard to resist the temptation to just dump your answers without creating a strategy first. But that can quickly turn into a disaster if you miss some of the requirements or don't answer all questions appropriately.

To create a successful submission, you must follow a specific strategy to ensure it is compelling enough to win that contract. I've prepared a quick beginner's guide to writing the most compelling tender submissions here.

Read the specifications of the contract carefully

Don’t dive headfirst into writing your submission without reading the specifications very, very carefully, highlighting the important parts as you go. While this can be a boring and protracted process, it’s also essential because you must understand precisely the response requirements. Mark all areas that need more attention, such as the primary themes you must address. It will be your starting point to draw out your storyline and winning themes.

Deconstruct the questions

Next, look at some examples of tender submissions. But more importantly,  carefully scrutinise the requirements and the questions you need to answer. Avoid the mistake of not answering the questions accordingly. Ask yourself why the tender issuer is asking those questions and what exactly they are looking for in your tender submission. To focus on your response, you must deconstruct each question to break down your answers into manageable sections. That should make your tender writing process a lot easier. Don’t hesitate to clarify anything you’re not sure about before the clarification deadline.

Be persuasive

Now, it’s time to write your most compelling tender submission. The first thing to keep in mind when constructing your response is that you have to be persuasive, not just descriptive. Frame it in a way that it’s most advantageous to the buyer. You must always keep in mind that you have to provide them with the best reasons to award you the contract. Ultimately, you don’t just have to meet the criteria — more importantly, you need to persuade them that you’re the best bidder.

Provide comprehensive answers

One of the reasons some tender submissions fail is by giving one-sentence responses to questions. Check the word limit and provide answers that are as comprehensive as you can. I don’t mean just throwing in words for the sake of filling up the page — your response should be concise but complete — and it should answer every question they ask.

Use simple language

Remember that you’re writing a submission, not a speech. So, avoid flowery words, as it will only make it harder to read and assess. Keep your language as simple as possible to convey your intention as clearly as possible. Make it professional to avoid it from looking like a tender submission template only. If they allow it, you can also use visuals to stress your point and serve as pieces of evidence for your submission. Using tables, graphs, images, etc., is an excellent idea to make it stand out.

Provide evidence for your claims

A persuasive submission takes more than just excellent writing skills. You must be able to provide evidence for your claim that you’re the company most deserving of the contract. Testimonials, statistics, and reports are significant elements that can help convince the buyer of your organisation’s strengths. If the response submission guidelines allow it, don’t be afraid to include supporting evidence.

Avoid fluff

Writing tender submissions always requires you to be straight to the point. Never waste your word limits on fluff and filler content. Be concise, and never write anything that doesn’t answer the question straight away.

Ask an additional pair of eyes to proofread your work

Reaching the end of writing your tender is a great relief. But that doesn’t mean you’re ready to submit it already. Ask someone who is not involved in your contract preparation to proofread your work. I can’t stress enough how important it is to proofread your tender submissions because an additional pair of eyes will always prove useful in finding:

• Mistakes, such as unnecessary words or sentences

• Contradictions that may sound negative

• Missing points that you can include

Present your bid professionally

It may sound like it’s an obvious thing to do when submitting your tenders, but you’ll be surprised at how often this is overlooked. Keep in mind that first impressions are always the most crucial part of the submission process. So, while writing it, ensure your design is consistent throughout the document. Having a cover letter for tender submission is crucial. Then, check the specification requirements relating to how you will submit your tender. If they allow design elements, make sure that you use professional designs. You want the buyer to perceive you as professional, organised, and, more importantly, serious about the tender process.

Get Started

Now that you already have this quick beginners’ guide, you’re now ready to write the most compelling tender submission. But if you think it’s still a little too much for you and you need professional help, TenderWise is here. Just give Pauline a call for a chat on 0400 514579 or contact us here.

6 Reasons Why Incumbents Lose Tenders

So you’ve been enjoying a lucrative Government or Commercial contract but the term is coming to a close and you have to get on the tender merry-go-round once again. But all too often I see the incumbent fail — and I usually end up talking to them three years later when the contract is again up for tender.

What goes wrong? 

I’ve reviewed loads of tenders prepared by the incumbent service providers, and I can tell you a few common issues I see time after time:

1. You’ve been doing it for years, and they know you, right? 

Wrong. The tender evaluation panel will be made up of a bunch of people who don’t know you from Adam, so don’t let your history with the client lull you into a sense of security that this one is in the bag because it most definitely isn’t. 

Now is the time to demonstrate your experience and quality service delivery for the client, and make sure that you point out that since you’re the incumbent service provider, you’ve accumulated a wealth of knowledge about the site and client processes and that no transition is required.

2. You haven’t done your homework. 

Check out who is tendering so you know who you’re up against. How? Well, the tender briefing session (if there is one) is a good opportunity to suss out the competition. Some tender sites also display who has registered their interest or downloaded the documents, so check it out.

3. You think you know what the client wants.

It’s because you’ve been providing incumbent services to them for years. That may be the case, but it doesn’t mean you shouldn’t thoroughly review the documentation just to see if any requirements have changed.

4. Your pricing is out of step with where the market is at. 

If you’ve been providing services for years to the same client and increasing your rates annually, it may be that you’re no longer price-competitive. Use your client contacts if possible to (carefully) find out if you need to review your rates.

5. You’re not thinking about innovation and value-add. 

ANYTHING you can include in your tender that demonstrates your ability to go the extra mile as an incumbent service provider — innovating or adding value to the client will go a long way to help you create a winning bid. If you’ve gone above and beyond the contract requirements, don’t be afraid to highlight it.

6. You leave your preparation until the last minute.

Preparing a quality, persuasive, and winning tender response is no small task, so ensure you give yourself plenty of time to finish the job well.

Wrapping Up

If you’re the incumbent service provider on a contract that has just gone out to tender and need a hand with your tender submission, I’m here to help - just call Pauline on 0400 154579, contact me here, or even better, send me an email at pauline@tenderwise.com.au. I write fantastic tender submissions morning, noon, and night, and I can help you put together a great pitch (and I do all of the hard yards; all I need from you is a brain dump of key information).

Want to know what my clients say about my services? Check them out here.

How To Win a Tender or Bid in 8 Simple Steps

Tenders. They’re usually complex, often confusing and always time-consuming. But the reward for winning means a lucrative contract for your business. Sadly, no magic formula will guarantee success in the tendering process, and each tender or bid is different. 

Some tender issuers will focus heavily on price, while others will focus on your approach to health, safety, quality and the environment or how well you demonstrate your skills and experience.

But if you want to increase your bid success rate, you can take several steps to help you win.

Here are my top tips:

1. Don’t waste your time on the bids you can’t win (and if you’re struggling to find them, check out how to unearth them here). Not every opportunity will suit your business, so focus on the tenders that are a good match for your business, your resources and your schedule.

2. Don’t just keep recycling the same old tender response material — make sure you answer the tender questions precisely as they are asked. I’ve seen loads of unsuccessful tenders where the business either hasn’t provided the evidence required or has simply added a heap of marketing material to the response and expected the tender evaluation panel to hunt through it to find the answers they’re looking for.

3. Make sure your response is complete. Don’t leave any blanks on your bid submission letter —  even if the answer is no, try creating a story around it. For example, if the tender asks if your Health & Safety Management System is certified and isn’t, say something like — “We have invested significantly in developing and implementing our Health & Safety Management System. This system meets the requirements of ISO 45001 but has not yet been independently certified”.

4. Make your response clear — don’t clutter it up with information they haven’t asked for, and don’t leave anything out if they have asked for it.

5. Make sure it’s well organised and easy to read - write your tender response in a conversational tone and break up the text with headings, tables, charts and images where relevant.

6. Make sure it’s accurate — although it’s okay to be a little aspirational in your response, it’s not okay to say anything you can’t live up to. Regarding accuracy, it’s always a good idea to triple-check your pricing, as a little mistake can mean the end of your bid or potentially the end of your business.

7. Showcase your awesomeness. Yes, this is your time to shine, so make sure you really sell your competitive advantage and what you bring to the table during the bid submission process. Show how you reduce risk by offering complete solutions and superior customer service.

8. Sell the value of a long-term relationship. This step is crucial if you are the incumbent supplier and you want to get your contract renewed. Point out that you have developed strong relationships with the tender issuer and add some examples demonstrating how you have gone the extra mile or been able to utilise your existing knowledge of the contract to resolve an issue quickly.

My Final Thoughts

That’s it! Follow those tips, and you can increase your chance at success. If you need a hand, though, I’m here to help. I’ll happily review your tender documentation and let you know what you could do better, or if you’re looking for someone to just take the whole tender or bid process off your hands, I’m your girl. Just give me a call at 0400 514579, shoot me an email at pauline@tenderwise.com.au or contact me here.

Want to know what my clients say about my services? Check them out here.

For a Great Tender Submission — DIY or Get Professional Help?

So, you’ve got a tender that looks just right for your business and want to give it a shot. If it’s your first tender submission, you’re probably wondering how to go about it, if you’ve got the time and energy to put into it, and whether you should just get an expert to do the hard work for you.

Writing a tender that ticks all of the boxes can be a pretty complex business, and it’s not just about answering questionnaires or filling in forms. It’s about constructing a rational and compliant submission that tells an incredible story about your business so you can win that lucrative contract.

10 Reasons to Get Professional Help

If you choose to go down writing the tender response the DIY route, well done to you and good luck — here are some tips that will help you do a great job.

But if your writing skills are a bit on the ordinary side, here are ten reasons why we think you should use the services of a professional tender writer.

1. Tenders can be Intricate Documents 

For this reason, your response needs to showcase your expertise, experience, and, of course, your proven track record. Mass amounts of documents usually come along with the tender pack. 

So, a professional tender response writer can evaluate which of those documents need to be included in the response and whether there’s any tricky stuff lurking in the depths of the requirements.

2. It’s Time-Consuming to Write Them

Typically, a professional tender writer will complete your submission much faster than most business owners for whom writing is not a core skill. Completing a full tender is very time-consuming if you have to do it yourself.

Tender writers are very experienced in the terminologies used in a wide variety of complex tender submissions, including Government and Corporate tenders.

 3. Great Value for Your Money

Once a professional tender writer has completed your tender, you’ll have a well-written document that you can use parts of in your response for your next tender. 

Typically, you should be able to use around 50% to 70% of the existing text to cut and paste into your new tender. That means great value for your money as you can reuse the text over and over again.

 4. It’s Reusable

You can use a big chunk of that information that the professional tender response writer had put together for other purposes, such as advertising and sales materials, brochures, flyers, websites, etc. 

That represents more savings as you no longer have to make a separate investment for all those purposes.

5. Writing Tenders Requires Skills and Experience

Creating awesome tenders requires the skills and experience of an excellent and professional tender writer. 

Depending on the frequency of your need to create tender responses, you can hire an internal tender writer dedicated to doing tenders, or you can outsource someone with such skills and expertise on a per-need basis, like TenderWise.

6. Tenders have to be Compliant

A professional tender writer ensures that your tender complies with each Request for Tender (RFT) requirement. Failure to adhere to these requirements is the major reason why many tenders don’t make it on the first attempt. 

If no one within your organisation has this expertise, investing in a professional tender response writer might be a good idea.

7. A Professional Tender Writer can Complete all Documents

Most tenders want to see evidence of your Health & Safety, Environmental and Quality Management Systems. If you don’t already have these, a professional writer can usually get the full suite of documentation for you that’s aligned with all of the required ISO standards.

8. They Need Trained Eyes to Review and Proofread

Aside from writing, tenders need to be reviewed and proofread thoroughly by a set of trained eyes. The review process performed by a professional tender response writer can be the difference between a winning and a losing submission. 

Without this process, you are at risk of non-compliance and other errors that could easily cost you the bid.

9. Ultimately, it's all about establishing teamwork. 

The professional tender writers' first task is to understand your business. Secondly, they will know why you think you should win. They will bring you invaluable objectivity that internal personnel could have without bias. Since this is the case, they will be able to challenge you to identify facts to support your answers for each question accurately.

10. It’s Cost-Efficient

In the words of Red Adair, the world-famous oil well firefighter – “if you think it’s expensive to hire a professional, hire an amateur”, and see how much that costs you.

My Final Thoughts

If you would like to make sure to make the most out of your investment for your winning tender submission, TenderWise can help. 

We've written loads of winning tenders across a wide range of industry sectors, including cleaning tenders, construction tenders, professional services tenders, security tenders, and more. We can help you, too. Just give Pauline a call or a chat on 0400 514579, email me at pauline@tenderwise.com.au or contact us here.

Want to know what my clients say about my services? Check them out here.

To Bid or Not to Bid? That is the Question!

So you've seen a tender opportunity that looks like it might be a good fit for your business. The question of whether to bid or not to bid arises.

But writing a good tender response takes a lot of time and effort - so it's important to have a solid strategy to help you determine whether or not this particular tender is worth putting in a response to.

Here's a few simple tips to help you decide whether or not this is a good opportunity

The Contract

If you win the bid, you will be bound by the conditions of the contract for the term of the contract. It is usually a good thing! But make sure you've read the tender submission contract thoroughly to ensure there aren't any deal breakers in there for you. Pay particular attention to the payment terms to ensure they suit the cash flow requirements of your business.

The Location

Is location important? If the contract is located in your city and you're happy to travel from one end to the other to get the job done, then that's great! But if it doesn't make good financial sense for you to travel potentially hundreds of kilometres a day to perform work, then maybe this isn't a good fit for you.

Anticipated Return

Many businesses will only go through the tender response process if the potential contract value is worth pursuing. But sometimes, it's worth chasing a contract with a lower total value than you usually bid for. 

For example, if the tender has been issued for a sector you've been trying to gain experience in, you can use this for future larger tenders.

In general, it's a good idea to know what the lower and upper limits of the contract value are that will make sense for your business.

In general though, it's a good idea to know what the contract value lower and upper limits are that will make sense for your business.

Experience and Stability

Like it or not, your demonstrated experience and financial stability will have a BIG impact on your likely success rate for tender submissions. If you're just starting, you might want to leave it a year or two before responding to tender opportunities. 

But if you spot an opportunity that seems to have your business written all over it, then there are strategies you can use to give it your best shot. For starters:

1. Highlight the experience of your key people — particularly the experience they've had on similar projects and how many years they've been doing what they do.

2. Clearly demonstrate your understanding of the conditions of the tender response and what it will take to deliver on them. For example, if you're a security service provider, include detailed information showing how you will deliver the services. If you're in the food service business, show how well you understand food safety requirements.

3. Establishing financial stability when you're a relatively new business is challenging. Still, financial projections showing actual versus budget for the period you've been in business are a good place to start. If you have them, you can also add evidence of your bank accounts, line of credit, or bank guarantees in your tender submission.

What's it Going to Take?

If you put the time and effort in to bid, make sure you are very clear about what it's going to take to deliver if your bid is successful. Can you handle the contract with your existing staff? If not, what is the labour pool like in your area, and are you confident you can hire enough skilled people to meet the contract requirements?

Also consider if you need to spend capital buying new equipment, if you'll need to expand your premises or if our internal systems can cope with the extra workload for the tender response.

Still not Sure? Give me a Shout

If you have a tender opportunity but you're just not sure if it's right for you, or if you have one that you need a hand with, shoot me an email, call me at 0400 514579, or fill out this form An initial discussion costs you nothing, so what have you got to lose?

In the meantime, happy tendering!

Winning Tenders — The Secrets Revealed Here

What sets winning tenders apart from the non-winning ones? It's not all about the price (although obviously, if your price doesn't represent value, don't expect to win).  

Usually, it comes down to the attention you've paid to the tender requirements and how well you've been able to craft your response to meet those requirements.  

Writing a response can be very time-consuming, frustrating and sometimes downright annoying. If you're going to tackle it, though, go all in. Don't approach it half-heartedly or as if it's a chore. 

Give it your absolute best shot — if you don't, you can't expect to win!

Here are my Top Tips for Writing a Winning Tender:

Use the Issuers Template

If the tender document asks for responses to be submitted on a specific template, make sure you use it and complete it entirely in accordance with the instructions.  

Don't be afraid to ask questions if there are any issues with the template itself. I've seen these provided as PDFs (which can't be edited) and also as Word documents where the document is locked for formatting changes.    

If you encounter something like this, ask the tender issuer if you can have the template in an unlocked Word format. Make sure you read the response template and instructions carefully. 

Also, if the tender response has word or page limits but allows you to include additional information as attachments, use the opportunity to demonstrate the strength of your offer and the robustness of your business policies, methodologies, and practices.

Structure and Strategy

Think about these on your offer:

• What it is

• What is going to make you stand out from others who are responding to the same tender

• How you can present your credentials in a way that really demonstrates you meet all of the criteria the tender issuer is looking for. 

Then, include an introduction section that is clear and persuasive and describes exactly what you have to offer.

When describing your service offer in your tender response document, make sure you very clearly detail precisely what you are proposing to provide. Take advantage of every opportunity to demonstrate how your offer is innovative or adds extra value.

Selection Criteria

Always keep the selection criteria in mind when writing your response. Sometimes they are stated in the tender document's body but couched in different terms in the response template. 

Pay particular attention to the weightings for each criterion if these have been provided. It's usually a good clue as to how much effort you should put into your response for each.

As a professional tender writer, I always print them out and stick them on the wall next to my computer so they are close at hand when I'm writing a response for my clients.  

Proofread It

Spelling and grammar checks are good, but don't pick up everything. So, ensure you have enough time to proofread your submission from start to finish. Don't do this when you're likely to have distractions. 

The cone of silence is your best friend when proofing your tender submission. If possible, get someone else to proofread it to confirm it reads well and covers all the essential points you should get across.

Submit It on Time

Plan to complete everything the day before the deadline so you have plenty of time to submit your tender. Most Government tenders are submitted via a tender portal, and since the response can be quite large, it's a good idea to submit it early.  

If a tender closes at 2:00pm, assume that the tender box will be disabled at this time (and the last thing you want is for this to happen when you're still trying to submit your response - because once the door shuts, it's too late for your bid).

Wrapping Up

Follow these tips, and you're on the right path towards those winning tenders. But if you need a hand, I'm here to help! Just give Pauline a call at 0400 514579, email me at  pauline@tenderwise.com.au, or fill out the form here for an obligation-free chat about your tender requirements.