ArticlesReader.com Menu

Newest Articles
Most Viewed Articles
ArticlesReader.com RSS
Submit Article
Login
Signup

Search the articles

Articles Main Categories

Advice
Animals
Automobiles
Business
Career
Communications
Computer Programming
Computers
Entertainment
Environment
Family
Fashion
Finance
Food
Health & Medical
Home & Garden
Humor
Internet Business
Internet Marketing
Legal
Leisure & Recreation
Marketing
Other
Politics
Reference & Education
Religion
Self Improvement
Sports
Technology & Science
Travel
Writing

Subscribe

Receive alert message from us when new articles submitted to our site for free.

Syndicate

Related Products

Home::Writing

11 Tender Writing Sins ... Part One

Author : Kris Mills

Put simply, producing a winning tender is all about being able
to sell your company face to face and on paper. It's about
addressing the needs your prospect wants fulfilled, and proving
how you fulfil those needs in the most result-oriented way.

This article introduces you to the most common mistakes people
make when producing tenders and shows you how to learn from
these mistakes and turn them into a positive outcome for your
company.

Sin no. 1. Not knowing"why"

"Not knowing the answer to this question means that your
tender response could miss the mark completely, simply because
you're not aware of any bad experiences or challenges they
have had in the past ."

The reason why a company or a Government body calls for
tenders always plays a HUGE role in what factors are important
to them when selecting a supplier, So, it makes sense knowing
the REAL reasons why. This is something that isn't usually
FULLY listed in the tender documentation.

For instance, if their previous supplier is hopelessly
unreliable, proof of reliability, capacity, and a money back
guarantee will probably be very important to them.

Dig around. Talk to everyone you know in the industry. See
how resourceful you can be.

Telephone the purchasing officer and ask them why they are
calling for tenders, why they want to undertake the project,
and what's important to them.

Strike up a conversation. Get to know them a little and
discover what makes them tick. You'll be surprised at how much
information you can find out - information that will be priceless
in the tender creation process.Attend "meet the buyer's nights.

Ask questions like:

Why do they want to start using this type of product/service now?

Who did they use in the past and why?

Why do they want to change?

What do they know about the potential positives and negatives of
dealing with people?

Why is this of particular importance to them?

Why do they want to change?

Who have they been using in the past?

What did they like or dislike about that supplier?

Discovering the answers to these questions puts you one step closer
to ensuring that your tender response hits the buyer's hot buttons.

Sin no 2. Not addressing the "real", core needs

Quite often, what's written in tender documentation only tells
half the story. Either that or, it might be a comprehensive
document, but the core hot buttons are buried within pages and
pages of material and they're often easy to miss.

Unfortunately, many tender submissions miss the point completely.
They're completed in such a rush that they simply don't address
the "obvious" criteria, let alone, the "read between the lines"
stuff.

Having said this, Government tender documentation (especially)
is so long that it is easy to forget an important element. The
document will often include mandatory and desirable requirements,
a Schedule of Particulars, Evaluation Criteria, Project Description,
Government purchasing policy and regulations and a background and
scope to the project.

Usually, each of these areas reveals some priceless piece of
information that you can then use in your document. Instead, many
potential suppliers just fill out the Schedule of Particulars and
address the evaluation criteria, but not address any other points
revealed in the background material.

The background material will address what the potential supplier
has been doing in the past, what their corporate policies and
commitments are, and perhaps what their culture is. By showing
how your product/service addresses this information, you'll have
far greater impact.

The moral of the story?

Read the document thoroughly and then read it again. When you're
doing that, grab a highlighter and highlight any points that are
important to address in your document. These points could appear
anywhere within the document. Not just in the product or evaluation
criteria areas.

Then, when you've done that ask yourself "why". Why is this important
to them? Then once you've discovered the answer, ask "why" again,
until you cover the real, core need.

About the Author

Kris Mills of Words that Sell, is an experienced copywriter who has
produced dozens of winning tenders and proposals for a wide range of
clients. For more ideas on preparing winning tenders and proposals,
visit http://www.synergie.com.au/tendersthatsell.htm

Spam emails More free articles

More related feeds

“The Indirect Position Accordance”
Unintermittently call: Jesus, inner man is single by dint of Your conciliatory title that my sins are reprieved. Terminated Your upstart in point of clearance my blameful stains are plunged into the posterior as respects the much en ...

THE TRUE LIFE STORY PART 1 BOOK 4 PART 5 THE ADORATION OF THE ...
The first was that He, being. innocent and the Son of the true God, assumed the condition of a sinner (Phil. 2, 7) by subjecting Himself. to a rite instituted as a remedy for original sin, and to a law not binding on Him (II Cor. ...

Homosexualilty and Abortion, 2 very SERIOUS Sins Against God…Sins ...
10:1. Also, God left everyone, including politicians, this message about being an accessary to sins (that is, one who is associated with or has the authority or ability to speak up against anyone involved with the act of sins): “Who, ...

THE TRUE LIFE STORY PART 3 BOOK 6 CHAPTER 2 THE TRANSFIGURATION ...
the true God and am ready to efface the touch of sin from you and from all that will embrace you. Come. to Me, ye pains, and disappoint Me not; heed not my Omnipotence, for I shall permit you to exert your. full force upon my humanity. ...

Sixty-four dollar question Form Matters, Unmarry III: Urban ...
Infectious these factors into computation, Yourself dispense the tracking down flare relating to the Urban Transect: The Urban Transect refers unto that trend in re finite habitats that undersign tender full-fledged, within which being ...

Louis
Also, if you have not ever read the letter that St. Louis wrote to one of his own 11 children, please read it here below. Maybe you would like to print it out for a special “Father” in your life as I am sure it would be an inspirational ...

Part 2 The mystery of invisible heroes
And be kind to one another, tender-hearted, forgiving each other, just as God in Christ also has forgiven you. Be gentle with one another, sensitive, forgive one another as quickly and thoroughly as God in Christ forgave you. ...

Sixty-four dollar question Form Matters, Unmarry III: Urban ...
Though, spell Atman give acknowledgment my sin in contemplation of that dialogue, the shading on and claims so as to the Urban Transect that Yours truly this morning hereat putting outward may annulet may not distinguish wider afford ...

Week 32:
Then some of the other ladies who had the same problem wrote back and told you what they had done about it, signing themselves One Who Knows or Xanthippe or whatever. Very often, the problem disposed of, you kept on for years writing to ...

St. Louis IX, King of France
2. Dear son, since I desire with all my heart that you be well "instructed in all things, it is in my thought to give you some advice this writing. For I have heard you say, several times, that you remember my words better than those of ...

11 Tender Writing Sins ... Part One

Related articles