In this article, we provide a few highlights from our Ultimate Tender Coach public sector bid writing training programme. The programme consists of 24 modules of video training from 3 AM Bid directors with a combined 42 years of successful public sector bidding experience.
- Understand where you want to focus your efforts. Who is your target market? What is your target contract value range?
- Make sure you are signed up to receive tender alerts / opportunities. Examine publicly available Procurement Strategies and Prior Information Notices that alert the market to what is coming out to tender.
- Carry out an early and robust Bid / No Bid decision process. Only bid for opportunities where you have a strong prospect of success. Consider developing a Bid / No Bid matrix which can guide your decision-making.
- Plan your time and bid team. The bid window narrows rapidly so ensure you have sufficient resource and time to gather information, write your responses with some time for review.
- Maintain an up-to-date Bid Library. This can save time during the bid process and for some bids can mean you have up to 60% of the required information before you start.
- Consider who is evaluating your bid. What will the mix be of subject matter experts, consultants, end users, finance, procurement, etc? How will your responses resonate with the different stakeholders?
- Ask clarification questions generally as early in the process as possible. Make no assumptions and consider tactical clarifications where you think other bidders may not fully qualify or price in everything that will be needed. This is also the time to ask any questions you have on the contract.
- Make your bid STAND OUT. Create an easy-to-navigate document with clear and simple language. Personalise it for the client. Evaluators will appreciate having well-structured responses – they want to be able to find the necessary information quickly to award the marks.
- Offer compelling social value commitments and provide some guarantees on delivery. Consider education, employment, diversity and inclusion, sourcing, SME engagement and fair work practices. There should be specific, costed local delivery commitments and these need to be new because you have won this contract. Reference the client’s social value strategy and try to link your commitments to what is important to them. There are social value impact calculators that can be used to bring your commitments to life.
- Obtain feedback on your bid submission. Getting client feedback is vital but also seeking views both from within your business and from bid specialists such as AM Bid.
For more information on Ultimate Tender Coach and how it can help optimise your bid win rates, please visit: