Expert Proposals Tip # 19

It’s human nature to be a tad sceptical. We don’t like to think we’re gullible creatures who fall for stories, so we tend to dig holes in stories until we get the truth.

Think back to when you’re a kid (or what you’re doing to yours now) and the whole Santa fiasco. You want to believe in this big fat man in a red suit who magically gets into your house and leaves you presents. And when you get the exact ones you’ve wanted – wow, mind blown!

But you get a little older and start questioning it all. How does he get around the world in one night? How does he get in my house (that’s a tad creepy really)? Why does he drink dad’s favourite beer and did he share some with dad as there’s more than one can in the bin?

You start to lose faith as there’s no evidence backing up these claims.

The same goes when you’re writing a tender proposal. Can you back up what you’re claiming? If you can, that’s great, your clients will believe you. But if you can’t, your client sees straight through your weak (or fake) claims, and you’ll lose credibility.

The LESS evidence you have, the more you can be discredited by your client and competitors.

And no one wants that!

Without proof, you just aren’t very convincing. So, how do you provide proof?

🔸 Scatter case studies or testimonials throughout your tender to back up your claim – show how you’ve solved a similar problem for other clients

🔸 Use images to showcase other projects you’ve won through tenders and how you’ve wowed your client with the end result

🔸 Provide documents on your policies, procedures or systems to show how you go above and beyond to meet task deadlines, adhere to OH&S and so on

When you’re writing your tender proposal, always remember that you need to be thinking like your client. They want to know what’s in it for them. So when you’re making a claim, make sure you’re thinking, what would my client NEED to see to believe this.

If you know you don’t have the evidence to back up your claim, don’t make the claim. It’s as simple as that!

Getting your tender application right as essential. They can take some time to write and to learn how to present them in a way that is going to wow the client. If you’d like a hand, contact us, and we’d be happy to help you. #ExpertProposals #DougRutter #businessowners #smallbusinessowners