Expert Proposals Tip # 15

In tender writing, as with anything in business, you must be able to back up any claims you make with evidence. Evidence ensures your tender proposal sounds authentic and believable.

When you’re writing your tender, remember:

🔸The client reading your tender will be thinking, ‘so what’ so be persuasive and real

🔸The client will only make their judgement based on the information you provide

🔸Without evidence, your tender will look superficial

So, let’s have a look at how you can provide evidence when writing your tender proposal.

Testimonials: Words from others you’ve worked with before can go a long way in your tender (if they’re good that is!). It helps to demonstrate to your client that you’ve successfully worked with other people similarly, and what they thought of your service. To make the testimonial believable, make sure you’ve used their full name, position and company. If you’ve simply used initials with a company name, it looks less credible (and possibly made up).

Case Studies: Using case studies is a great way to provide evidence to back up your claim. You can use these to show your client what you’ve done for others. What was the problem they had faced, and how did you provide the perfect solution? It may have been another tender that you won. You’d talk about the success you had with that project in terms of how the client felt and what they achieved.

Yes, you can include photos on your tender applications! It’s not all about persuasive writing. For example, if you’re a gardener and you’re tendering for a significant project, include photos of other projects you’ve completed. Visuals can sometimes speak a thousand words.

Qualifications/Licenses/Associations: Refer to any qualifications or licenses you hold, along with any associations you may belong to. These are a great way to increase your credibility. For example, if you’re a builder tendering for a Government project, show you’re committed to your craft by displaying the Master Builder’s Association badge and so on.

Policies & Procedures/Systems: If you’re making claims such as you’ve got an effective quality assurance system, you need to have the evidence. Being able to provide your company’s operating systems or policies & procedures shows the client that you do have things in place to be able to make these claims. Everyone is on the same page, and they all know what’s expected.

Tender writing is a massive undertaking. But if you always remember to speak to your client, answer their questions (and go further), write with benefits and provide proof of your claims, you’ll be fine!

Sound like too much hard work? If you’d like an expert tender writer to give you a hand, get in touch with us.