Standing out from the crowd

The final important point about your bid is that you need to focus on what the client wants – something that many bidders forget. Too many proposals and tenders take reams and reams to tell the client how marvellous the supplier is, how many people they have, where there offices are etc etc – when what the client really needs to known is ‘do you understand what we want and can you deliver it?’

A good test is to write the document and then take a break before coming in and reading through first the ITT and then the bid document as though you were a buyer. Imagine you have 30 or 40 of these to read through – is there anything that grabs your interest, does the bid tell you what, when, where and how the service will be provided? Has the bidder read the ITT? Is the document well laid out and professionally presented and above all – have they answered every single question?

The final check should always be to get someone who has not been involved to read the ITT and bid before you send it in. This can be challenging if the timescales are tight but an independent, objective view is probably the only way you’ll spot those silly mistakes and typos that always creep in.

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