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Business - 4 min read
Head of Sales and Marketing
Jul 24, 2017 8:19:00 AM
Effective tender response documents not only address the selection criteria, but are expertly researched and carefully crafted to the individual project. When writing your tender response, the more you know about your potential buyer and the work they require, the better you can meet and exceed the client’s expectations.
These three tender tips will help you to better understand your buyer and win more work.
As an essential first step, conduct a careful analysis of the tender request to establish an understanding of the buyer and the requirements of the job. Any knowledge gaps or important questions raised during this process should be jotted down, and answered with further research. You may wish to research the buyer online through government websites and policy documents, by speaking with the tender coordinator, and attending briefing sessions.
By forming a detailed picture of the buyer through this research, you will discover valuable information that you can use to enhance your tender response. The end goal is to be in a unique position to write an informed tender response, increasing your chances of success.
While carrying out your research, it’s important to focus on what the buyer is asking for. Aim to answer the following questions:
Further to answering these questions, cross-examine your findings with your own capabilities to identify unique selling points (USP). This is your chance to provide specific examples of how you meet the selection criteria outlined in the tender request.
Describe the benefits you can offer the buyer, align your abilities with the requirements that are most important to the buyer, and tailor your tender responses with their needs in mind.
Identify the political, economic, social, and technological factors that affect the buyer and the wider industry using a PEST analysis. A PEST analysis is a research tool that helps individuals better understand the external and environmental factors impacting the industry.
When it comes to writing a tender response, a PEST analysis can help you understand the buyer’s needs and requirements within a greater industry context. Below is a breakdown of a PEST analysis.
Political:
Economic:
Social:
Technological:
For more tender advice, enrol in our free Building a Better Trade Business eCourse and start winning more work today.
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