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Tender Writing – Case Study 1

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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! – PowerPoint PPT presentation

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Title: Tender Writing – Case Study 1


1
WELCOME TO RED TAPE BUSTERS
By Red Tape Busters
2
Tender Writing Case Study 1
3
Tender Writing Case Study 1
4
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.

5
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.

8
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.

10
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.

11
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.

12
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!

15
  • 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!

16

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.
17
Contact Us
  • Red Tape Busters Pty Ltd.
  • ABN 39 094 823 417
  • PO Box 3126
  • WARNER QLD 4500
  • Telephone 07 3882 2055
  • Facsimile 07 3882 2066
  • Email Address admin_at_redtapebusters.com.au

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