One day I was reading the tender for the Light Rail Transit. It made me think of rules to make a successful tender. For the benefit of my readers, I decided to give some general tips to make a winning tender, so this article was written. The ten tips detailed here are sort of general rules to be followed for any tender, be it big or small. They can improve your chances to get the things in your favor to a large extent.
When preparing tender, the idea is to think in terms of the needs of the prospect and highlight the ways you can fulfill it. Here we have given some tips to help you in preparing your tender to make it a winning one:
1. Call them and establish the needs
Call the prospect and discuss their needs. You will get priceless information to help you prepare your bid. Engage them in discussion and get the details of the work.
2. Be a salesman
Use the standard salesman’s tool in making a tender. Start the tender with the customer needs, the problems and then come down to the facts and figures that make you the best fit to do the work. Use case studies, results of earlier works, other clients’ testimonials and guarantees.
3. Start by sending a pre-proposal letter
After your initial call, send a pre-proposal letter to the party. In the letter thank them for their time and information. Give the reasons why you are the best fit for the job. Send them some related material to establish your candidacy for the work. This will help to prepare the customer in your favor with the help of advanced information that you shall provide. This interaction will establish some intimacy between you and your client.
4. Collect information about the prospect
Collect as much information about the prospect as possible. Learn about their business, their competitors, current events, business philosophy, upcoming projects, etc. This will make you understand everything that is important to them and also to find ways to fit you in the puzzle.
5. Follow the tendering instructions carefully
While quoting for a contract, especially a government contract, make the tender in line with the instructions. Carefully read the eligibility criteria and give information accordingly. In case you want to add additional information, provide it in the end.
6. Make use of graphs and tables
Try to put your facts and figures in the form of graphs and comparisons instead of using just plain tables. This will make the thing easy to understand.
7. Do not forget to mention existing customers
Give the details of other reputed names that have purchased your products and services, and testimonials from them. This gives the prospect confidence that you are able to meet their demand successfully. Though, ensure you are not breaching confidentiality arrangements by using client names – each industry is different and you may need to seek client permission first.
8. Include a guarantee/warranty
There cannot be anything better that a powerful guarantee, to tilt the things in your favor. This gives confidence to customers that they will not be cheated.
9. Use a bit of emotions
Make your copy targeting the prospect’s emotions. It is a truth that people buy as per their emotions, but justify the same using logic.
10. Write in a formal tone
Write your sales copy as if you are speaking the same. This will better help the prospect relate to what you have written.
The above are ten good tips to make a powerful tender. After submission do not forget to keep a follow up, and be ready to negotiate and change few terms in case the situation demands.
About Donna Stone
Donna Stone is a published author of the very popular “Stepping Stones Series” – a trilogy of books containing over 750 business tips, available via https://donna-stone.com.au. Also a speaker and consultant in the bookkeeping industry. She won “Networker of the Year” for 2010, 2011 and 2012. Check out Money GemStones.Connect with her thru Facebook, Linkedin, Google+ and Twitter. Watch videos here.