Manufacturing tenders are an opportunity for many industrial-based companies to provide the components necessary for that next big government or private project. They not only increase your business growth but also your corporate signature and reliability, thereby with the successful completion of a manufacturing tender your organisation is seen more desirable in future tenders and trade deals.
Our team of tender writers and bid consultants have over 10 years of combined experience and a successful track record to show on top of it. Here are some methods from them to turn your next bid response into a lucrative business opportunity:
Tailored Writing
When we say tailored, our group of tender writers and bid consultants mean formulating all of your responses and additional documents with the procuring organisation/company in mind. Customer service is key and that extends to how each word being written benefits the procurer in some way, shape or form. Clients, however, must be presented in the best way possible at all times. While you should not ignore a client’s shortfalls, the language used must either be geared towards presenting them in a positive light, or assuring any procuring team that past incidents simply won’t be repeated.
Emphasise the prospective (or sometimes current) relationship between the client and the procurer. This can be achieved by either relating the procurer’s requirements to the client’s capabilities and experience or if there is a pre-existing relationship, push forward the idea of continued success and relatively small hassle through an extension.
In particular, manufacturing tenders are often technical and therefore, our team has a customised our approach to writing, in short, fact-filled sentences that convey all info quickly and efficiently. Also, do not make the assumption that the intended readers will always be technical specialists, therefore aim to use simple language to convey each point across.
Document Structure
A basic, but sometimes ignored, aspect of any worthwhile tender or bid response. Most procurers will require our clients and ourselves to abide by a pre-set document structure in line with the original Request For Tender document.
We provide an example list (in no particular order) below of what our document structure usually adheres to;
- TENDER FORM
- REFERENCES
- COMPANY STRUCTURE AND SUBCONTRACTING
- RELEVANT EXPERIENCE
- INSURANCES
- TENDERED PRICE AND RATES
- SERVICE REQUIREMENTS
- LOCAL ECONOMIC DEVELOPMENT
- QUALITY ASSURANCE
- WORK HEALTH & SAFETY
- ENVIRONMENTAL QUESTIONNAIRE FOR TENDERERS
- CONFLICT OF INTEREST
Most of the time, tender conditions will specify not to change the structure of the document so it is usually just enough to play along and answer each section in chronological order.
Win Themes
An important aspect of any serious tender. A win theme can be explicitly or implicitly stated in each section, all aiming to convey a sense of superiority and reliability to the procurer when the submission is compared to other bids.
Win themes are always important as clients aim to show themselves in the best possible light, through competency, experience and even the positive language we use in a tender. In some ways, win themes are culminations of how reinforcing advantages and other favourable business traits from each section come together to convince the procurer that the tender response or bid is the best one overall.
At the bare minimum, our team always makes the assumption that we can win, despite the competition, our client’s inexperience, or a combination of both. A tender response without clearly defined win themes is ultimately not worth writing.
As mentioned before, manufacturing tenders demonstrate win themes through highly reviewed technical information, fully detailed responses and always bringing a reader back to the same point that the client is inevitably the best one for the job. This includes pushing a few key points through for each client, summarising what they can already and will do best for the procurer.
Overall Tone
Interrelated with win themes and language, the overall tone of a tender should convey the following aspects;
- Detail orientated
- Efficient/Prompt
- Concise
- Realistic/Practical
The tone is present throughout a tender response and therefore, always review a tender in its entirety before submission or even in passing it back to the client. Ultimately, however, an effective tone is a procurer’s first impression of not only a response but of the client themselves. Crafting an appealing tone has a reader wanting to know more and in the case of manufacturing tenders, creates a sense of reliability and professionalism that a procurer would expect throughout the entire procurement process.
For more information and help with your next Tender please call our 24/7 service on 0410 448 770 today!
