Write Winning Commercial Tenders
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Points on How to Write Winning Commercial Tenders

June 23, 2017
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Commercial tenders are competitive processes via which governments and private corporations request formal offers for large projects. A well written commercial tender should focus on the buyer and ways to achieve the objectives stated in the Request for Tender (RFT) documentation. Bidding on commercial tenders is a serious business and requires a lot of planning, research, time and effort to pitch a winning bid.

Commercial tenders are assessed by teams of evaluators whose job is to obtain the best value for money for the client. For this reason, information should be made easy to find and the value proposition of the bid should be clearly explained. Your tender should be structured in a way that makes information as easy to find as possible, with the use of subheadings, bullet points and line spacing to group information together and make it logical. This will minimise the effort it takes for evaluators to find relevant information, increasing your point score.

When writing commercial tenders, you should assume that the buyer has no prior knowledge of your company. It should be your goal to convince the evaluators that your company is the best respondent to fulfil the contract, and to educate them about the services you provide. You should write about demonstrated experience and reference past projects using case studies that highlight your relevant background in commercial tenders.

Before commencing writing commercial tenders, you should thoroughly research the buyer’s specification and objectives by studying the RFT and attending the briefing if one is in scope. Once you understand what the commercial tender is about, your goal is to convince the evaluators that you have considered the project carefully and have presented a solution which will achieve their desired outcomes.

Good commercial tenders use factual writing and position the client’s name before the respondent’s name in each sentence. This creates the sense that the tender is about the client rather than about the respondent. Each question should ideally have an introduction, a body and a conclusion. The introduction puts forward key points of the answer and contains the direct answer to the question. The body explains these aspects in detail and the conclusion sums up and repeats the take home messages for the evaluators.

Writing commercial tenders requires an understanding of the industry you are tendering for. You need to be focused on deadlines and mandatory requirements when writing commercial tenders. For example, some commercial tenders have mandatory briefings which must be attended or your company is not eligible to bid. For this reason, when writing commercial tenders, the first thing you should do is figure out the timeline for the response and develop a list of critical tasks which must be completed. The next step is to allocate these tasks to people on your commercial tender bid team and assign someone who is responsible for making sure all key tasks are completed.

To write commercial tenders you need to have knowledge about tender writing rules and be familiar with industry terminology that applies to the bid you are tendering for. A background in the applicable industry would be an advantage, as would previous commercial tender writing experience. If you are bidding on a commercial tender, using a professional Tender Writer is a good investment. This will improve your chances of success while outsourcing most of the work involved. Tenders A to Z has a proven track record in winning commercial tenders. For more information about our services, visit http://www.tenderwritingaz.com.au/and contact us today for a free quote.

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