DIY Tender Writing The Good, The Bad & The Ugly

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• Tender Writing is not for the feint-hearted and
  is in no way a small task. Without exception, the
  quality of any tender writing submission
  ultimately affects the outcome.
• So, if you decide to go it alone as a Tender
  Writer for your business, lets look at the good,
  the bad and the ugly of DIY tender writing to
  determine if it is something you want to pursue.

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The Good
Knowing Your Niche

• There is no argument against the idea that you
  know your business better than anyone else, hands
  down!
• You know your strengths, weaknesses,
  opportunities, threats, exposure, financials,
  risks, and you have an intuition about your
  industry that has evolved over the years you have
  been exposed to it.

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• You also understand your pricing model, risk
  factors that can impact this, pressure points on
  projects, risk mitigation processes, and
  potential exposure to liability and HR issues.
• All of this inherent knowledge and experience is
  highly valuable to putting together a successful
  Tender Writing submission.

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Full Control Of Submission Content

• Completing your own Tender Writing submission
  means that you are in full control of any
  promises, claims, offerings, etc in your
  responses.
• Should you win, then down the track, here should
  be no nasty surprises related to your offering.

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• Note this is highly dependant on your ability to
  read and interpret the criteria, terms and
  conditions of the Tender documents to ensure you
  cover any exposure or assumptions, rather than
  leave them unaddressed.
• There are many, many times when a business has
  found themselves highly exposed and out of pocket
  due to not reading or understanding full
  conditions of a Tender response.

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The Bad
Overwhelm

• Tender Writing submissions are a lot of work,
  not just in preparing the responses to the
  criteria, but in collecting and presenting
  supportive evidence, creating and vetting
  supporting documents that may be mandatory as
  part of the submission, staying on top of any
  amendments, gathering information from
  sub-contractors and then, fitting all this in
  around continuing to run a profitable,
  functioning business.

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• Most businesses under-estimate the sheer workload
  in Tender Writing and leave themselves with way
  too little time to put a quality submission
  together, which ultimately reflects as poor
  quality and has a negative impact on the outcome.

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Decisions

• There are many decisions that need to be made
  when tender writing to put forward an optimal
  submission.
• The price you want to quote is only one piece of
  the puzzle and granted, has a large impact on the
  outcome, yet is never the sole decider.
• Far more important may be any terms and you wish
  to put forward that may either negatively or
  positively affect the cost for your business to
  deliver.

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• In cases where you cannot compete on price, then
  you need to decide what else you can offer.
• Without experience in putting together past
  successful Tender Writing submissions, you may be
  putting forward a completely irrelevant and
  value-less offer.
• Making these decisions on your own can leave you
  exposed as being inexperienced, which may
  negatively impact your Tender writing outcome.

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The Ugly
Lack of Expertise

• Most tender responses require a gamut of
  Supporting Documents to be put forward with the
  Tender Writing submission.
• Presenting such documents as professional,
  polished material may not be your core business
  skill, thus will either put you under significant
  strain, or result in a lack-lustre and irrelevant
  document pack being submitted.

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• Good quality supporting documents form the
  backbone of any tender writing submission and
  allude to the business capability,
  professionalism and long term vision to be the
  best in your game.
• A lack of these documents can detract from the
  real value and promise your business can offer.

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Missing Critical Points

• In our experience as a Tender Writing firm, we
  have sadly seen too many cases of businesses
  being put under immense pressure, or suffering
  large losses due to missing critical points
  stated in the terms of the Tender documents.
• It is vital to ensure you have a clear
  understanding of what is assumed, what needs to
  be stated clearly and what you might need to
  clarify when tender writing to ensure you do not
  put your business at risk.

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Where Does This Leave You?

• When the Bad and Ugly outweigh the Good so
  heavily, we can see it is not only daunting, but
  risky to go at tender writing alone.
• What may seem like a cost saving in the short
  term, if the tender is lost, it can actually cost
  you more.
• Tapping into the experience of successful Tender
  Writers gives you the best chance of winning at
  the Tender Writing game so that all time invested
  does not end up being a wasted cost of valuable
  staff resources.

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• At RTB our Tender Writers in Sydney work with you
  to elicit the highest expertise and niche
  offering your business has to offer to the
  submission, then present it in an articulate,
  professional response that speaks to the key
  criteria.

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• We address remove those bad issues mentioned
  above, because our business is to focus is on
  your tender submission while you focus on your
  business.
• We have had many successful years as tender
  writers in Melbourne so we know how to plan and
  time submissions and ensure we do not miss vital
  details that can make or break your chances of
  success.
• You can keep on running your business while we
  take care of the business of doing the tender
  writing for you (and with you).

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• We negate the ugly via having access to a team
  with vast experience across an array of industry
  sectors and importantly, in tender writing,
  dealing with assessors, plus understanding and
  interpreting what is required in every Tender
  Writing submission that we put forward.
• To date, we have won over 400m of business for
  our clients through successful tender writing
  submissions.

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Thank You!!