6 Common Mistakes Tender Writers Make

1
(No Transcript)
2

• Given the sheer amount of time and effort put in
  by a Tender Writer to create their submission, it
  can be gut-wrenching to find out the submission
  was not successful due to a common mistake.
• Whilst a Tender Writer does not expect to win
  every single submission they make, their success
  percentage can be significantly improved by
  reducing or eliminating these errors.

3
Not Addressing ALL Requirements

• Requirements can seem to be clearly stated,
  however the Tender Writer in Sydney should watch
  for obscurities such as references to other
  documents or links and be sure to read these in
  detail, making notes or highlighting points as
  they go.
• Whilst is sounds obvious, watching for words such
  as and ensures that a secondary part of a
  requirement is not missed.
• A surprising number of people only see part of
  what they read, so when requirements are banded
  together in this way, it is easy for them to be
  missed.

4

• There may be times when there are points in
  requirements that are noted as optional. On the
  surface, this sounds like something a Tender
  Writer in Brisbane could skip, that is not the
  best approach.
• Every submission that omits the optional parts
  will be seen as less than those submissions
  which include them.
• This puts these submissions behind the eight-ball
  no matter how fantastic the rest of the
  submission is.

5
Lack of Detail in Responses

• A good Tender Writer will always look at the
  questions being asked in the TENDER INVITATION
  from the perspective of the person who wrote the
  TENDER INVITATION.
• What are they looking for? What might impress
  them and stand out in a sea of responses? Does
  the respondent seem to have a detailed
  understanding of the solution they are being
  asked to provide and do they have the experience
  to deliver.

6

• The Tender Writer should use every opportunity to
  provide as much detail as possible to answer the
  questions being asked in the TENDER INVITATION,
  but also to address the questions mentioned here.
  
• The Tender Writer demonstrates how requirements
  can be met, drawing on experiences and projects
  from the past where relevant. Most importantly,
  ensure the responses do not raise more questions
  than they answer.

7
Missing Key Terms and Conditions

• It is vital for a Tender Writer to read through
  every Term and Condition carefully to ensure
  there are no specific statements that might
  preclude their submission.
• For example, the TENDER INVITATION might be
  seeking meals to be supplied to a retirement
  centre.
• However, the terms may state that submissions
  must utilise a set percentage of locally sourced
  produce or ingredients.

8

• The Tender Writer must ensure that they identify
  this early to ascertain whether they can meet the
  brief, rather than consume a lot of time and
  resource submitting for a tender in which they
  cannot satisfy this requirement.
• Another key point that may get missed in the
  terms is the length of time in which quoted
  prices must remain current.
• As the post-Covid shipping crisis hit Australia,
  some imported items increase four-fold over the
  course of 12 months.

9

• If an TENDER INVITATION has no allowance for
  price variations, then a Tender Writer may be
  able to find a creative way to introduce terms
  into their submission which limits their
  price-exposure risk.
• However, if this risk cannot be mitigated then
  the Tender Writer may decide it is better to not
  respond to that Tender Invitation.

10
Overpromising

• A Tender Writer must always ensure that their
  response does not over-promise yet put the
  organisation at risk of under-delivering if they
  win the job.
• Being very clear on what an organisation is and
  is not capable of delivering is vital for a
  Tender Writer to articulate when tender writing a
  response.
• Offering a solution which an organisation cannot
  deliver, whether it is dur to financial, time or
  resource constraints, puts that organisation at
  risk of legal action should they be chosen as the
  winning Tender, yet unable to deliver.

11

• Tender Writers must be very clear on what the
  organisation is able to deliver and find ways to
  either outsource or exclude those parts of a
  Tender which they are unable to satisfy.
• If this is not possible, then the Tender Writer
  should be discerning enough to not submit a
  response.

12
Price Cutting

• One of the very worst mistakes a Tender Writer
  can make is extensive price cutting without any
  caveats to protect the organisation.
• There is very little point in winning a tender if
  the organisation stands to lose money in the
  process, and potentially take on other collateral
  damage as well (staff exiting due to stress,
  reputational risk, etc).

13

• There may be ways to present prices that are
  significantly discounted, however the Tender
  Writer must be able to add their own Terms and
  Conditions or surcharges that would enable them
  to recoup the discounted costs sufficiently to
  bring the project into profit.

14
Not Being Selective

• There are times when the Tender Invitation, at
  face value, may be presenting an extremely
  lucrative opportunity for an organisation.
• However, closer inspection may identify that for
  an organisation to deliver against the tender, it
  would put other projects at risk, put staff under
  extreme stress or prevent the organisation from
  taking on any other work for which they may have
  already submitted proposals.

15

• Such opportunities can create a make-or-break
  situation for an organisation, however if the
  break risk is significantly higher than the
  make chances, then it may be better to let this
  one go.
• An experienced Tender Writer must have enough
  experience and discernment to identify this
  quickly to prevent creating an untenable result.

16

• This article highlights the strong case for
  having professional and experienced Tender Writer
  in your corner when writing submissions.
• If your organisation does not have time, capacity
  or skill to write the responses, however the
  company is a perfect fit for the Tender, then a
  professional Tender Writing service like Red Tape
  Busters can provide the perfect solution.

17
Please also friend or like us on Facebook
https//www.facebook.com/RedTapeBustersShaneBower
ing, follow us on Twitter Red Tape Busters or
check us out on YouTube just search for Red Tape
Busters.
18
Thank You!!