Tender Writing – Case Study 3

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WELCOME TO RED TAPE BUSTERS
By Red Tape Busters
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Tender Writing Case Study 3
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Tender Writing Case Study 3
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Tender Writing Case Study 3

• As we have discussed in this series of case
  studies previously, tender writing is far more
  than being the cheapest price.
• Yes tender writing success does depend to a
  degree on price but the skilled tender writer
  will be able to develop a sales pitch which
  sets their tender apart from the competition and
  price will then become just one of many key
  platforms from which the organisation can launch
  a successful bid.

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Tender Writing Case Study 3

• In this Case Study our client was seeking our
  assistance in winning a tender with Woolworths to
  provide supermarket trolleys. Our client was an
  Australian based company wanting to challenge
  overseas importers.
• This was going to be a very tough task for our
  grant writer seeing the overseas companies were
  buying the raw materials cheaply overseas and
  were then paying cheap labour to construct the
  trollies.

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Tender Writing Case Study 3

• We were able to convince our client to source
  raw materials also from overseas at a good price
  but source materials and parts that exceeded
  Australian standards.
• In this way we could demonstrate that our
  trolleys were superior in design and construction
  to the opposition and that our trolleys exceeded
  the Australian specifications for quality and
  safety.
• We also worked with the client on ensuring we
  had a backup plan just in case something happened
  to their supplier of the materials and also a
  business continuity plan in place for our client
  to again demonstrate that in case of an emergency
  fire, flood etc our client would have a plan in
  place to continue operations.

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Tender Writing Case Study 3

• We also worked with the client to show that
  because the trolleys would be manufactured here
  that we could quickly get stocks of trolleys to
  Woolworths in urgent situations something our
  competitors would struggle to achieve.
• We also convinced our client to introduce a
  warranty policy where they guaranteed the life
  of the trolley for two years and agreed to
  replace a trolley if it failed in this time.
• Again this was a key point of difference from
  our competitors.

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Tender Writing Case Study 3

• Finally in our tender documents we focused on
  our clients commitment to quality and the fact
  they had in place systems which conformed to ISO
  9001 and that the client was heavily invested in
  continual improvement.
• While our clients price was slightly higher than
  the competitors the overall quality of the
  tender, the value adding and our key points of
  difference carried the day. Our tender writer
  Sydney had done an amazing job and we were proud
  to have a 13 million tender writing success to
  add to our glowing resume.

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Tender Writing Case Study 3

• Providing a guarantee really was an attractive
  aspect for Woolworths because essentially
  whatever trolleys they purchased they knew that
  for at least two years that they did not have to
  budget for replacements.
• We also suggested to our client that the provide
  an Account Manager within their organisation
  whose responsibility it would be to look after
  the Woolworths account entirely and that person
  would be available to Woolworths 24/7, 365 days
  per year and would give Woolworths personalised
  service wherein any Woolworths store across the
  country or anyone from head office could call the
  Accounts Manager to get a billing issue resolved,
  order more trollies, seek replacements etc etc.
  This proved another great innovation.

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Tender Writing Case Study 3

• We are specialists in providing the following
  services-
• Lobbying
• Tender Writing
• Grant Writing
• Resumes/Job Applications
• Organisational/Business Development.

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• Contact us at Red Tape Busters
• http//www.redtapebusters.com/ should you require
  more
• information about this article or if you require
  specialist
• grant, tender or job application writing
  experience. We can
• assist you to achieve your goals and objectives!

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Contact Us

• Red Tape Busters Pty Ltd.
• ABN 39 094 823 417
• PO Box 3126
• WARNER QLD 4500
• Telephone [phone]
• Facsimile 07 3882 2066
• Email Address admin_at_redtapebusters.com.au

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