Expert Proposals Tip # 16

Tenders take ages to write. Have you noticed this yet? By the time you’ve researched, written, rewritten, had everyone look over it and so on, weeks could have passed. So, through sharing these tips, I’m hoping you can learn a thing or two so you get it right from the start.

One thing I think you’ve seen by now is that tendering is like marketing. You’re selling something, and the funder is the buyer. And as in any marketing strategy, you always need to remember that the buyer is thinking, ‘What’s in this for me?’.

It’s never about you.

Sorry! If you keep focussing on yourself, the funder (your buyer) won’t remain interested for very long.

So, what do you do? You dig and dig until you understand what your client needs, and then you learn how to articulate that what you do or offer will benefit them.

You’ll need to develop your value proposition.

And back this up with real evidence.

🔸 Photos of similar, successfully delivered projects

🔸 Lab tests proving your product is superior

🔸 Testimonial or case studies

There are many ways you can provide this evidence, but the most important thing is that you do it. You can NEVER make broad, sweeping claims and not be able to put your money where your mouth is.

It’ll be like Superman claiming he can leap tall buildings in a single bound, then barely making the jump up the gutter. He’d be laughed at, and everyone would be saying, ‘Yeah right Superman, nice try’. His street cred would be ruined, and everyone would turn to Spiderman.

So, do your research into the company, find out how they tick, work out how you to sell your benefits to them, and back it all up with evidence on why you’re the best. Sounds easy yeah?!

If you’re shaking your head and screaming, hell no, that’s way too much work, get in touch with us. We’re the experts at helping our clients win more tenders.

Our evidence: ‘Very professional and helped us win the business!’ Environmental Specialist and Premium Topsoil Provider, Gippsland, Vic.