Writing winning tender responses

Madrigal has a successful approach to writing winning tenders for our clients. All our consultants understand tender requirements and have a high success rate with tender responses, RFTs, EOIs, etc. We have experience and expertise in government procurement, infrastructure and utilities projects and project management.

Madrigal six-point system for winning tenders

Your response to a request for tender (RFT) or expression of interest (EOI) is to provide all the evidence of how well you can deliver the service or contract. The client will evaluate your submission against the rules, procedures and criteria outlined in their RFT or EOI document. If it is a government contract they will follow these procedures rigidly and without favour. To be considered your tender must meet all the requirements of the RFT.

Thousands of hours of time may go into preparing a response and it is important that it shows. Our experience in the industry shows that if your documentation is presented badly it is perceived as lacking in care and is judged harshly.

You must present your documentation at least as professionally as your competitors. This means ensuring the document creates a professional image of your organisation and is properly edited and comprehensively proofed.

The tender assessors are primarily concerned with getting value for money (VfM) from the provider of the service. Make sure that you provide all the information about your service provision that will help that assessment. Small mistakes or omissions may disqualify you from the tender process. It is better to make absolutely sure by providing too much information than allow your tender to be disqualified because it did not provide enough.

Governments and head contractors are now recognising that value-for-money (VfM) and not the price is the most important aspect of assessing service or product delivery. Many organisations try to compete on price alone, which is a dangerous strategy if your competitors can undercut your price or if they can offer additional services for the same price. Your bid should emphasise the full range of business benefits to the client. Aim for best value not lowest price.

Selling your bid to the client is not difficult if you understand what the client wants and needs. To create a convincing argument for the assessment panel you must understand what they want, what they need and how they operate. Then you can explain clearly how your organisation will provide the wants and needs of the client. This is basic sales.

Now that you are a fully complying bid how will you win against all the other fully complying bids? This is the most difficult question in every tender bid. Presenting bids that are differentiated from the competitors is about marketing and salesmanship.

Convincing the assessors that your solution is the most desirable requires your bid to contain something of a “wow” factor so your bid presentation and content needs to be creative and dynamic for the client to love it.

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