As a small business, all we need is that one big client who can build us a fortune, as well as the credibility for future big-ticket projects. Any government tender is the springboard for your business to take the big leap from earning regular dollars to hitting the jackpot.
While tenders all around the world are a tough nut to crack, with the right approach, it's pretty much possible for any business, whether big or small.
The first stage of e-tendering screens out the majority of applicants and the decision is solely based on their tender submission. But the competition cools down a bit as you get through the first stage. Thereon, your chances of winning the contract get better.
But how to overcome the first major hurdle? In simpler words, create a convincing tender proposal. Here’s how to go about it.
Whether it's a product or a service that you are trying to sell into the public sector, you cannot convince your prospects before convincing yourself. You have to be completely sold on what you are trying to sell, which also means knowing your product/service better than anyone else.
With strong insights into your industry, you tend to develop a persuasive tone naturally. So before you delve any deeper into tender writing, know your audience better. Conduct competitor analysis, perform market research and try to analyse the USP of your product/ service. If you don’t have anything unique to offer, the chances are likely that you will end up being disappointed.
Tender writing is far different from writing a letter to a friend. You are required to follow a strict protocol and adhere to specific guidelines for your submission to qualify. You can learn all these things by taking up a short tender writing course, but in case you don't have the time to learn a new skill, you can always take help from a consultant who writes tender proposals for a living.
You can also use response templates to fill in all the details regarding your proposal. This will give you a better understanding of what goes where and make it easier for the review panel to consider your offer.
The amount of research you put into your tender proposal is directly proportional to your chances of winning. So get to know your prospects better. Create user personas. Understand their likes, dislikes. Tap into their pain points. Review your client organization’s past experiences with similar service providers as you. What challenges are they facing with the current service provider? What are they looking for in a prospect? And how do you fit the picture perfectly?
Knowing all this will help you create a comprehensive proposal, covering various important aspects that can make or break the deal.
Another important aspect that decides whether or not your tender will be approved is the referees you choose. They play a crucial role in delivering a successful tender response.
Find referees who know your business -- service/ product and can back up the work you do. Brief them about the tender request so that they know what points to cover in their reference.
Writing a successful tender proposal isn’t as complicated as it sounds. When you have the right tender writing experts at your disposal, you can get an advantage for all your tender responses, develop confidence in writing succinct tender proposals, and follow a structured approach to drafting your response. Seek Madrigal Communications to find out more
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