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Expert Proposals Tip #20

Have you heard the saying, ‘If it walks like a duck and quacks like a duck, it’s probably a duck’? It’s obvious, isn’t it? Some things you don’t need any further evidence to believe the claim.

But what if that same person tried to convince you that the duck was actually a chicken? You’d think they’re a tad silly yeah? You’d ask for the solid proof that it’s a chicken and not a duck. You wouldn’t believe that without evidence. A chicken dressed in a duck suit maybe…

As Mr Dickens said, ‘Take nothing on its looks; take everything on evidence. There’s no better rule’.

If you apply this rule when you’re writing your tender proposals, you’re going to write some winning applications.

Your client isn’t going to believe any claims you make if you’re not backing it up with evidence – especially if they’ve never met you or have no idea who you are.

To them, you’re just another applicant who’s trying to win them over and get the work. So, you have to wow them.

They’ll start by looking at the presentation of your tender. If it’s all shiny and looking great, they’ll pick it up to read it. We’re all attracted to those bright, sparkling things after all.

But they’ll start to scratch the surface and look for the proof as to why you’re the best person or company for the job.

They’ll be looking for the real stuff:

🔸 Evidence that your service/product is superior to your competitors because you’ve found success in the past (tell your story, share case studies)

🔸 Awards that you may have won that show how your company is perceived by others, why your service/product is worthy of winning awards

🔸 Photos of previous jobs you’ve completed to the same quality they’re expecting, along with testimonials from your past clients

And always remember your tender proposal is a marketing document. You need to be selling yourself, but at the same time, not making it all about you.

Your client will be reading your tender proposal and thinking, ‘What’s in it for me?’. So dig deep, get to know the client you’re tendering for, write with them in mind, and think ahead to address any issues they may face (that they may not have even thought of yet!).

Then back up your claims (i.e. exceeding delivery timeframes) with the hard evidence.

If you’d like an expert to help you write your next (or first!) tender proposal and guide you on the best practices to make sure your tender is read, get in touch today.