Expert Proposals Tip # 14

Have you ever heard the saying, ‘Put your money where your mouth is’? In business, if you’re going to make big claims, you need to have the evidence, hard evidence to back it up.

These days, big claims seem to brush over people like water on ducks. We’ve seen them all too often, and without evidence, we don’t believe it. For example, how many times have you seen companies claiming to be the best in Australia? How do you know they’re the best – what do they do that gives them that title?

If they go on to prove why (i.e. they’ve sold the most amount of products etc.) you will then think, ok, maybe they are the best!

The same goes when you’re writing your tender proposal.

Answering questions with a blanket, motherhood statements won’t cut it. You’re not digging deep enough to show that you’re thinking about your client and what they need.

When writing your tender proposal, think:

🔸 What does your client want to know?

🔸 What is the question underneath their question?

🔸 Can you answer the question before it’s even asked?

When you think ahead, and think like your client, you’re showing that you know your stuff, understand their industry, and know what they need to know.

If they’re reading a tender application that is not only persuasive but backed up by evidence, they’re more likely to make contact with you. A great way to provide evidence is to use case studies or make reference to those you’ve worked with in the past.

For example, if you’re tendering for a construction project, you’d note the other high-profile jobs you’ve completed and what you did well in these (e.g. completed well ahead of schedule, under budget etc.).

Anyone can honestly write a tender proposal. But it’s when you’ve learnt to drill down into thinking (and answering) like your client that you’ll get success. Don’t just skim the surface with your answers.

Always think, why did they ask this? What is the question underneath the question? Respond more in-depth and back up your answers with your proof of claim.

If you’d like a helping hand to nail your tender writing game, get in touch today.