Bid Writng & Tender Writing
Is it Crucial to Your Business?
Do you need to improve your bid writing capability but not sure how?
Then you will be pleased you have found this bid writing page!
Bid and tender writing is, in concept, actually very straightforward. Whether writing for the public sector or a commercial business opportunity, the process starts from the same point.
Ask yourself what does the customer want? What have they asked for and more importantly why have they asked for it? What challenges are they currently facing and how could this affect their need and buying decision process? If you are not sure then think of a major purchasing decision you made recently. What did you consider? Probably the following were high on your list:
Has the supplier understood what I want? Are they providing what I have asked for? Do I understand what I am getting for my money? Do they look like a quality supplier? Do I trust them?
Once you have thought through what the customer wants, before starting to write, the next step is to think about what it is that you do and how it could help them satisfy their requirements. The process of bid writing is then very simple. All you have to do is explain all this in words:
- What you think the customer is asking for and why
- Ensure the proposal is written in the format and structure the customer is expecting
- Explain clearly what you will provide, how you will provide it and why it is the right solution
- Show you have the systems, capabilities and people necessary
Provide case studies and data which proves your assertions
The challenge is that whilst it is conceptually very simple, bid and tender writing is a craft, similar to playing golf. It takes practice to become proficient and you quickly lose your skill if you do not do it regularly.
If you don't have time to develop the bid writing skill yourself, contact Tenders-UK, we can do it for you.
Not only will this free up your time to focus on the day to day management of your business but it is likely to achieve better results and may not cost as much as you think.
If you look at your overall cost of sales (the cost of the marketing material, advertising, people and expenses it takes to win work) it's probably 10-15% of your turnover. Our fees typically cost clients less than 4% of the work we help them win.
Why not contact us and find out how we can help... it may be the best thing you do today.
Bid And Tender Writing FAQs
The bid writing process is governed by a number of distinct rules, which formulate best practice for practitioners. While there are a number of ‘givens’ when it comes to producing the best possible tender documents for compliance, there are also a series of small things which inexperienced bid writers do, which can influence the evaluator in a negative way, unwittingly.SP_READ_MORE
Picture the scene. You’re in a shop, looking for some advice about when a certain item will be back in stock. You approach an eager assistant and ask them how long it will take for the stock to be replaced. The assistant begins to speak, regaling you with friendly information. They had the stock last week, but then a sudden snowfall stopped the delivery.
When we were children, our eyes were inevitably drawn to books with pictures in them in preference to large chunks of text. The human brain is wired to be receptive colour, form and shape, meaning that we never quite lose the instant attraction to images, even as adults. This means that graphics should form an integral part of the bid writing process, as even the most stringent evaluator will find a document which utilises images effectively more appealing than one which is text-heavy.SP_READ_MORE
Bid writing calls for a number of factors to be in place before the busy proposal writer can actually sit down and produce outstanding copy to win bids for their company. A strong level of support from stakeholders, a sound understanding of what needs to be articulated, and a firm grasp of the proposition and requirements are all fundamental. However, there is another requirement for the effective production of copy, which is often neglected by bid writers – space.SP_READ_MORE
Most professional freelance proposal writers have probably come across a situation where their value is questioned when they approach an organisation. The scenario usually begins with someone asking what a proposal writer actually does, and then progresses to questioning the rates which are charged, and finally the sceptic can turn around and suggest that the bid writing process is simple – it’s just a matter of answering questions, and compiling pre-written content in some sort of logical order to answer a bid compliantly.
One of the interesting things about our trade is that the majority of people whom we meet, work with and interact with on a daily basis are able to write, to a reasonable standard. We all have a grasp of basic grammar and know how to string a sentence together. Many people are proud of their literary ability, and resent the intrusion of a bid writer in to their sphere of industry, when they are in no doubt of their personal capability to do a great job.
In bid writing, much of the activity which we undertake tends to be very much focused in the present. We ‘fire-fight’ from bid to bid each day, and proposal writers rarely have the opportunity to lift our heads above the proverbial parapet and see what is going on in terms of win rates and secured contracts. This constant flurry of activity for the bid manager and bid writer is usual in the bid management process, but can sometimes make it tough to gain insight in to our overall success as bid writers.SP_READ_MORE