Proposal Writing


How To Be Brilliant At Winning Bids & Tenders

How To Be Brilliant At Winning Bids & Tenders

How To Be Brilliant At Winning Bids & Tenders

Competitive bidding is an essential part of everyday business, but it’s often seen as a chore. Sarah Amery shares an effective model that will boost your ability to create successful bids.

Sometimes its difficult to know where to start or how to organise content, resulting in pulling information from other bids, cutting and pasting to their heart’s content. Unfortunately this approach rarely works. Here’s a simple 7 step process that I use to ensure your bids are client focused and most importantly, stand out from your competitors as the clear winner.

Q… is for question

The foundation of any winning bid is a thorough understanding of the opportunity and how this affects everyone, from the CEO through to the end users. Imagine an iceberg, approximately one ninth of the iceberg you can see is above sea level. This represents the information at your fingertips, primarily the Invitation To Tender (ITT) or Request for Proposal (RFP). However below the sea level is the bulk of the iceberg and this is the ‘intelligence’ you need to gather. What are the issues, challenges, needs, objectives and outcomes the client wants to achieve? A winning bid is a combination of insight and content, therefore the first part of creating a winning bid is obtaining this insight. How do you do this? We need to ask questions, but be careful that your questioning doesn’t turn into interrogating. Questions should be thought provoking and, in themselves, a demonstration of your credibility.

U… is for understand

Next you need to collate all of the information gathered from the questioning phase and truly understand what this means, not only from the clients perspective but also looking at the competitive landscape. What are the client’s biggest concerns or motivating forces behind the opportunity? There are a number of tools to help you through the understand phase, including stakeholder analysis, competitor analysis and SWOT analysis, all of which are designed to help you understand the opportunity and inform your bid strategy.

E… is for evidence

Don’t underestimate the power of evidence. It can be a scary and lonely place when making the final decision on whom to award the tender. What happens if it’s the wrong decision? This fear can result in companies deciding not to award the tender at all and continue business as usual, this is why as an incumbent you are in a very strong position. Better the devil you know!

The job of the bid is to allay these fears and persuade the reader to choose you. How do you do this? By demonstrating your credibility, that you have done this before with great results. Evidence can take many forms, such as case studies, client quotes, statistics, awards and most importantly CVs.

The secrets of success to writing a winning bid

Find out the winning formula from pre-proposal activities through to submission of multi-million tenders

A one-day course for up to 12 people

S… is for solution

Next, get the team together and, taking everything you have gathered so far and then brainstorm all the potential solutions you can offer.

A useful strategy to do this is to have three columns entitled Usual, Surprising and Crazy. Under each of these headings write the usual solutions, then think of solutions that would surprise the client and finally the downright crazy solutions (for example, offer it for free!) Whilst you may not use your “crazy” solutions, it often opens the mind to other alternatives that you may not otherwise have considered. Once you have all your potential solutions you can narrow them down by asking: “What kind of outcome will the client get?” “Will it match up to their expectations for a positive result?” “Will it meet their criteria?”

T… is for themes

A good bid tells a story. This story needs to flow and the key foundations to this flow are win themes. But what is a win theme? A win theme is typically a feature of your offer supported by a benefit. Remember, people buy benefits, not the solution. Therefore strong win themes are those with the benefits that matter most to the client, be this saving money, time, reducing risk or increasing efficiency. What is the most important benefit for this client?

A… is for answer

Answer planning, also known as storyboarding, is an effective method of structuring your content. When writing a bid, a primary objective is making it easy to evaluate and score. To do this you need to answer the question. This may seem obvious and yet often you see responses that do not answer the question. Once you have an answer plan you can start writing.

A word of warning.

If you have multiple authors, be sure to have one person dedicated to editing your proposal in its entirety, if you have multiple authors you hear the different styles and tones when reading and this in turn breaks up the story and ultimately, how compelling your message is.

S… is for submit

My biggest piece of advice as this stage? Don’t underestimate the final stages of submitting your bid. Typically you should allow 20% of the total time you have for proof reading, production and sign-off. Remember how much first impressions count. You can have a great bid, insightful content, well written and yet if it is riddled with grammatical errors and spelling mistakes, it will give a negative impression of your business. Allowing sufficient time during this final phase is essential.

By following this simple model you can create a bid that will be comprehensive, consolidated and impressive. Good luck!

Start our online cross selling course today

Cross Selling is a skill that, once mastered by engineering and professional services executives, can have a radical impact on business growth.

The interactive e-learning is CPD certified and is designed to help you uncover new opportunities with existing clients.

Questas Cross Selling

 

Our Professional Services Cross Selling Training is online today, so now you can start honing your cross selling capabilities in just 30 minutes.

Start here

How To Become A Trusted Advisor

On this episode of Work Winning Ways, host Gary Williams of Questas discusses the evolution of the work winning employee and what your client wants from them. Also hear all about what it takes to become a trusted advisor, and just as importantly, how to keep being...

Managing the Client Experience

Managing the client experience is vital, because we all know that a happy client is your best advocate. That is why it’s so important to understand the tools needed to successfully optimise the client experience, and maximise the positive encounters that clients have...

Building Strong Relationships

In this episode of Working Winning Ways Gary Williams talks to Edd Stone of The Technology Partnership. Hear all about how Edd works with, understands, and builds strong relationships with people. These relationships can last over an entire career and span different...

The Psychology of Selling

Did you know that understanding the psychology of selling can help you to win more work? Are you responsible for winning work but not a salesperson?  On the Questas Academy’s Professional Selling programme, we work with candidates to equip them with the tools and...

7 Steps to Winning More Work in 2022

Do you want to win more work in 2022? Here are 7 steps that will help you to win more of the right kind of work from the right kind of clients. These are based on our years of helping consultancy, engineering and professional services firms create opportunities,...

Engineering and Leadership

In this episode of WORK WINNING WAYS we have a fascinating interview with Pat Sweet of the Engineering and Leadership podcast. Pat talks to Questas founder and CEO Gary Williams, as he gives some great insights on what it takes to successfully lead professional...

Building Customer Experience Around Trust, Care and Value.

How To Building Customer Experience Around Trust, Care and Value Building customer experience around trust, care and value is the main theme of this episode of Work Winning Ways. Questas founder and CEO Gary Williams is joined by Paul Adams of The Project Centre, a...

Why Client Services are the Key to Success

WORK WINNING WAYS with Gary Williams In this episode of Work Winning Ways, Gary Williams, (founder and CEO of Questas) reveals why client services are the key to success. He shares insights on what Questas does for companies, how the podcast name came about, and why...

Approaches to Work Winning

WORK WINNING WAYS with Gary Williams. The Questas Podcast: Episode Eight. In this episode of Work Winning Ways, Gary is joined by Mike Reader. Mike is the Head of Work Winning at Mace, leading opportunity management, capturing and bidding across Mace's Consult...

How to Uniquely Connect with Clients

WORK WINNING WAYS with Gary Williams. The Questas Podcast: Episode Seven The Questas podcast with Gary Williams is for engineering and professional services organisations. It has the aim of providing strategies and tactics to unlock your people’s hidden ‘selling’...
Tenders and Bid Writing – Training for Professionals

Tenders and Bid Writing – Training for Professionals

Bids & Tender Training Questas face to face classroom training icon Live virtual classroom

By understanding the value of planning a process and the decisions you take along the way, this course will change how you approach bids, improving your efficiency in responding and your success at winning them. Bid less and win more!

Course Overview

Learning how to produce a winning bid is one of the most important business skills you can acquire. You will learn how to gather the right team and plan the activity timeline right through to delivering the final document. During this course you will be taken through the process steps and will look at techniques to ensure you meet your client’s requirements and stand out from the crowd using the latest tools, tips and techniques.

Who’s it for?

All professionals involved in tendering and writing bids. Building the skills and confidence needed to respond to competitive tenders, from letter proposals to complex multi-million contracts.

Course format

Questas face to face classroom training iconFace to face: One day on-site practical workshop for up to 12 people. Participants are encouraged to bring real life scenarios to work through. We can also host active bid team sessions to kick off or problem solve an ongoing bid or tender.

Live virtual classroomLive Virtual Classroom: 2 + 1 hour workshops. Understand the bidding process from the client perspective, develop the perfect process from the supplier perspective. Often using real invitations to tender as case studies delegates will learn the dos and don’ts of writing bids. The interim period between the sessions used to put forward a bid document and the second hour is used to coach the delegates in where and how to improve.

Outcomes

You will leave with the understanding of:

  • how to identify the process,
  • appoint the team
  • and apply the methodology to produce winning bids and tenders.
  • Make meaningful contact with the people you really want to meet so that you can begin fruitful relationships.

Taking a customer focused approach, you will be able to differentiate your proposal by emphasising key features and benefits. These skills will also give you the tools to transform a weak bid into a winning one.

Questas Quote Marks Circle

“I wish I knew this stuff years ago.”

Senior Consultant, RPS

Content Outline

  • Planning the process – timelines, team and effort
  • Pre-bid decision making – to bid or not to bid
  • Planning tools and techniques
  • Using BASE (Benefits, Affinity, Solutions, Evidence) structure
  • How to storyboard
  • Defining your Value Proposition
  • Benefits v features
  • Writing and editing tips

Need this course?

Email hello@questas.co.uk or click the button below to get in touch.

Questas is based in London, and travels internationally to deliver training.

If desired we can help you design and/or organise your own training courses tailored to your team.

Drop us a line

From our blog

How to be brilliant at winning bids & tenders

Competitive bidding is an essential part of everyday business, but it’s often seen as a chore. Annabel Miller shares an effective model that will boost your ability to create successful bids.

Read more

Free consultation

Have questions for us? Get your team started today and gain a new competitive advantage.

CONTACT US