Tender Writing – Case Study 1

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WELCOME TO RED TAPE BUSTERS
By Red Tape Busters
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Tender Writing Case Study 1
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Tender Writing Case Study 1
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Tender Writing Case Study 1

• Tender writing is not just about filling out a
  form and a pricing spreadsheet. Inexperienced
  tender writers will not put much thought into
  what is required to prepare a great tender
  response whereas the experienced tender writer
  will understand that having a strategy and game
  plan is as important as having a great price to
  offer.
• So what sorts of strategies can you put in place
  to maximise your chances with a tender? In this
  article I relay a real case study of a tender we
  prepared for a client and the tactics we put in
  place to be successful.

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Tender Writing Case Study 1

• In this situation our client, a non profit
  organisation on the Sunshine Coast in Queensland,
  became aware of a tender opportunity relating to
  the provision of housing/accommodation for people
  with disabilities.
• At that stage my client had no thoughts about
  delivering accommodation services and was
  primarily solely a provider of support services
  for those with a disability in the local area of
  Nambour.

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Tender Writing Case Study 1

• This posed a tremendous issue in my mind given
  the client had no real experience in building
  purpose built accommodation for people with a
  disability nor in managing such a facility.
• I was concerned that given the tender was open to
  commercial and non profit entities that
  developers in the area would have more extensive
  budgets and maybe more experience in constructing
  accommodation facilities while probably lacking
  in experience in the disability space.

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Tender Writing Case Study 1

• My client was keen to develop a proposal where
  they proposed a plan to build accommodation for
  those with a physical disability, however they
  did not have any land on which to build the
  facility so essentially were working from
  scratch.
• Through my extensive grant and tender writing
  experience I immediately identified the need for
  the client to have an appropriate parcel of land
  which they could at worst show was able to be
  quickly acquired on which to build the
  accommodation facility.

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Tender Writing Case Study 1

• I encouraged the client to make overtures to a
  few residents in an area close to their existing
  service hub and offer each resident a price in
  excess of market value and get in principal
  agreement from the residents to sell their
  properties should the client win the tender.
• This was achieved surprisingly very quickly with
  written in principal agreements being received.

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Tender Writing Case Study 1

• This proved that the client had the land to
  build on. I then strongly suggested to the client
  that they should build purpose built
  accommodation for those with a mental and
  physical disability or health issue as opposed to
  purely physical disabilities.
• I undertook research to prove that mental illness
  is a significant issue in those who are homeless
  and was able to garner some significant and
  impressive statistics supporting this contention.

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Tender Writing Case Study 1

• I then undertook research to identify how
  accommodation could be built to meet the needs of
  people with a physical disability and/or those
  with a mental illness.
• The client then took this research and was able
  to get an architect to draw up some plans which
  depicted the style of building and how different
  units in the complex would be constructed
  differently built to meet the specific needs of
  the proposed residents.

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Tender Writing Case Study 1

• I was also able to get the client to have graphic
  designs included giving the reader a real insight
  into how the rooms might actually look. To me
  this would give us a unique chance at winning the
  tender by enabling the reader to visualise how
  the facility would look and feel while also
  pitching that the accommodation would encompass
  the needs of all people with a disability
  physical and mental.
• I was convinced that our competitors for the
  tender would only just develop a proposal for
  those with a physical disability.

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Tender Writing Case Study 1

• The last hurdle I believed was that the client
  had no real experience in proving they could
  manage an accommodation facility once built. To
  overcome this I encouraged the client to find an
  experienced manager of such facilities and offer
  them the position of manager should the tender be
  successful and again get in principal written
  confirmation that this person would join the
  team. Again the client was able to find someone
  highly experienced in this area.
• We then prepared a comprehensive response we
  believed which would at least give us a chance at
  getting through Stage 1 given this was a two
  stage process.

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Tender Writing Case Study 1

• We were amazed to find that we were offered 4.9
  million after the review of all applications in
  the first stage and we were told our submission
  was so outstanding that they were not going to
  stage 2 our proposal was that good.
• This success was completely a result of our
  strategic approach in identifying our weaknesses
  and addressing those but also ensuring our
  proposal was very very different to our
  competitors.

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Tender Writing Case Study 1

• The skilled tender writer will have a strategy
  they will have a plan and they will maximise
  their chances in the tender writing process.
• Our skills are not just in our abilities to write
  great tenders but also to come up with the
  strategies and pitch to stand our client apart.
  Tender writing is far far more than just filling
  out a form!

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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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