Tender Writing – Importance of Value Adding

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Tender Writing Importance of Value Adding  

• One of the key ingredients when working with our
  clients is to identify value adding aspects in
  the tender writing process.
• This is important so that we can show our client
  will not only deliver on the requirements of the
  tender but in fact offer some additional value
  adding to go above and beyond the base
  requirements.
• Tender writing is a specialised craft and the
  right strategies need to be implemented to
  support your tender response.
• Most businesses and organisations dont consider
  offering anything extra in the tender writing
  process and in fact a lot of those tendering for
  Government, Council or commercial works and
  contracts are struggling to meet the base tender
  requirements let alone offer extras.
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• In our opinion if you are struggling to meet the
  base requirements then you should consider not
  submitting a response but that is a topic for
  another day.
• However those businesses and organisations that
  are successful in winning tenders invariably will
  offer a value added concept.
• This doesnt mean you have to offer something for
  free it could mean that you offer a premium
  product or service as opposed to baseline and you
  might in fact offer two different prices one for
  the premium and one for base.

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• It could mean that you offer an innovation as
  part of your proposal and price that accordingly.
• Some other value adding concepts that you might
  consider including in your tender response
  follows-
• Offering a 24 hour point of contact where the
  Council/Government agency or commercial company
  can make contact with you at any time of day or
  night to discuss issues relating to the
  performance of the work or any contractual
  issues.
• Allocating an Accounts Manager you is
  responsible for managing the account with the
  offering entity.
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• Providing an extra warranty on any
  products/services/goods/parts so that you can
  give confidence that if something goes wrong
  you will fix the matter at no cost or through an
  arrangement suitable to the contracting entity.
• Offering a proposal in excess of the contract
  requirements but with little or no increase in
  the competitive base price.
• This last point is an interesting concept. I
  always suggest that new players in the tendering
  world should consider the prospect of offering
  super competitive pricing or enhanced
  products/services when initially starting to
  tender for Government and Council contracts and
  works especially.
• It is difficult to break into winning Government
  and Council contracts and it is important to try
  and win a tender/tenders quickly so you can prove
  that you have the skill, experience and know how
  to really deliver what they are seeking.
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• Once you win a tender or a few tenders and prove
  that you can offer great service and products and
  you wow them then you can then start thinking
  about slowly tweaking your prices upwards in
  future tenders to get back any dollars lost
  initially.
• This strategy really needs to be well thought out
  though as the last thing you want to do is
  cripple your business or organisation just to win
  a tender.
• Contact us at Red Tape Busters -
  http//www.redtapebusters.com/ should you require
  more information about this article or if you
  require specialist grant or tender writing
  experience to help your organisation or business
  win grant funding or achieve successes with
  tenders.

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• We are specialists in providing the following
  services-
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• Lobbying.
• Tender Writing.
• Grant Writing.
• Resumes/Job Applications.
• Organisational/Business Development.
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• Please also friend or like us on Facebook -
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