Winning tenders involves more than just wrapping up a price on a nice cover. By approaching tendering in a strategic way, you will dramatically increase your chances of success. First, ask yourself: do you have a good chance of winning? First, ask yourself: do you have a good chance of winning? Look at the number of bidders, the strength of the competitors, and the strength of your competitive position/offer. If you decide to proceed based on this assessment, you will need to put together a submission that reflects these assessed outcomes.
Winning tenders involves more than just wrapping up a price on a nice cover. By approaching tendering in a strategic way, you will dramatically increase your chances of success.
First, ask yourself: do you have a good chance of winning? Look at the number of bidders, the strength of the competitors, and the strength of your competitive position/offer. If you decide to proceed based on this assessment, you will need to put together a submission that reflects these assessed outcomes.
So, what does it really take to win? Positioning your company with your client, before the tender is even issued, is a great start. Successful tenders are, then, a combination of compliance with the client requirements, persuasion to demonstrate how your offered benefits make your company the best fit for them, and a competitive price. Here are four key factors that help you win tenders:
Key factor |
What to do |
Why it matters |
---|---|---|
Positioning |
Understand the client, the opportunity and the market; close any assessed strategic competitive gaps before the tender is issued. |
|
Compliance |
Tick all the boxes and provide all the requested information. This makes sure you don’t lose on technicalities. |
|
Persuasion |
Provide a compelling story that will set you apart from your competitors. |
|
Price |
You must be in the ballpark. This makes sure your offer is considered ‘value for money’. |
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