Tender Writers: Avoid These 4 Fatal Mistakes

If you're a tender writer, there are four fatal mistakes you can make that will doom your chances of success. First, failing to understand the client's needs. Second, not doing enough relevant research. Third, not being clear and concise. And fourth, not having a clear understanding of the evaluation criteria. By avoiding these three mistakes, you'll be well on your way to writing a successful tender.

Mistake #1: Not Understanding the Client When Tender Writing

When it comes to tender writing, understanding the client is essential. Without this understanding, tender writers run the risk of making fatal mistakes that could cost them the contract.

One of the most important things to understand about a client is what they want from the project. What are their goals and objectives? What are their requirements? Once you have a good grasp on this, you can start to put together a proposal that meets their needs.

If you don't take the time to understand the client, you could end up missing key information that would make your proposal less competitive. In some cases, you might even include information that goes against what the client is looking for. Either way, not understanding the client is a recipe for disaster when it comes to tender writing.

Mistake #2: Not Doing Enough Research When Tender Writing

When tender writing, it is crucial that you do your research. Not doing enough research is another fatal mistake that can cost you the job. Here are three reasons why you should make sure to do your research before writing a tender:

1. You need to research why the client is seeking a tender response. As a business owner, you may be wondering why the client is seeking a tender response. After all, it's your job to provide the products or services they need. However, it's important to remember that the client is ultimately in charge and they have the final say in what happens with their business. By researching why the client is seeking a tender response, you can ensure that you're providing them with what they need and that your bid is as strong as possible.
2. You need to know what the competition is offering when tender writing. If you don’t know what your competitors are offering, your tender writing submission won’t be able to beat them.

There are a few ways you can do this:

• Visit their site to determine their strengths and weaknesses and whether they are fit to offer a solution (ie. how strong is the solution they can offer compared to what you offer).
• See if you can find out their pricing to determine how competitive they may be
• Look to see what clients your competition have serviced before to determine if you can sell your organisation's experience as being a better fit

3. You need to be able to justify your price when tender writing. If you can’t justify your price, the client will likely go with someone else. To justify your price you need to research what the client expects to be included in the price and attempt to determine the level of importance of each element (and therefore any potential room to add a buffer to the price). Whether you're a freelance tender writer or part of an in-house team, justifying your price is essential to winning the contract. There are a few key things to keep in mind when justifying your price: first, be clear about what the client is looking for; second, make sure your proposal outlines the value you'll bring to the project; and third, don't be afraid to negotiate. Of course, every situation is different, but if you keep these three things in mind, you'll be in a good position to justify your price and win the contract.

Mistake #3: Not Being Clear and Concise

Tender writing is a process that requires both precision and creativity. Unfortunately, many tender writers make the mistake of not being clear and concise in their writing. This can often lead to the loss of important points or even the entire bid.

Here are three reasons why it’s important to be clear and concise when tender writing:

• It shows that you understand the tender requirements.
• If you can’t succinctly explain what you’re offering, it’s likely that you don’t fully understand the requirements of the tender. This will reflect poorly on your company and could lead to your bid being rejected outright.
• It demonstrates your organisation's professionalism.

Being able to communicate clearly and effectively is a key skill for any professional, but even more vital when you are pitching against the competition for a large tender.

Mistake #4: Not Understanding the Evaluation Criteria Clearly

When completing a tender writing submission, it is critical that you have a clear understanding of the evaluation criteria. This will ensure that your response is aligned with what the client is looking for and increase your chances of being awarded the contract.

There are a few key things to keep in mind when reviewing the evaluation criteria:

• What are the client’s priorities? Make sure to address these in your response.
• How will the client be scoring your response? Be sure to include enough detail and evidence to earn high marks.
• Are there any red flags? If there are any areas where you are not confident in meeting the criteria, make sure to address this head-on in your response.

By taking the time to understand the evaluation criteria, you can give yourself a major advantage in the tender writing process.

In conclusion, if you want to avoid making mistakes when tender writing, keep the following in mind: understand the client, do your research, be clear and concise, and understand the evaluation criteria. By doing these things, you'll increase your chances of writing a successful tender.

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