Top tips on how to enter a successful bid

Isabel Moritz, Director of Bid Perfect Ltd gives her top tips on how to enter a successful bid. Whether you are writing responses to competitive tenders, or just putting a quotation together for a customer, these tips can help you submit high quality bids.

Do try to avoid industry-specific jargon

Every profession, organisation and specialised group has some unique vocabulary that can speed communication between group members. This is okay, provided that the meaning is totally clear to everyone who needs to understand.

Do write in plain English! Do switch your spell check/dictionary software to UK English.

Read an excellent article in the Economist about the use of Americanisms for UK-centric writers. Do keep your copy succinct and readable without padding.

Your tender will be improved if you cut out any unnecessary words. Finding a word with the right meaning can help.

Do write the word 'will' in place of 'would', 'can' and 'could'.

‘Our products (can) will save you money’ ‘We (could) will produce detailed KPIs to help you make considered budget decisions’ ‘We (would) will be able to deliver at 3 o'clock in the morning’ The emphasis on the more positive use of the word 'will' is picked up subliminally by your reader. The use of the words 'could', 'can' and 'would' also suggests that possibly you 'couldn't', 'can't' or 'wouldn't'. Do try to make your page plan about 25% graphical.

Pictures are often worth a thousand words. Dense pages of text are hard work to read, and relevant and vibrant graphics make the task easier. Do ensure your answer matches the question context.

You may have written ten paragraphs of great prose but take the time to sense-check that you have actually answered the question, concisely and clearly. Ask someone to objectively critique your work.

Do engage SMEs (Subject Matter Experts) where required.

If you use guesswork, you risk ruining the whole tender.

Do know when to stop

If you have said all you want to say then you're done! A quality document will not need extraneous padding. Do have your own work proofread by a colleague.

If you have spent many hours working on a complex tender then you should get someone else to proofread it. A fresh pair of eyes will see more than you do.

Do make the time to focus and write in block sessions or you won't establish a flow - it will take longer and you will struggle to meet your deadlines. Do focus on your readers

Remember it's about them, not you.

For more information email isabel@bidperfect.co.uk

(October/November 2009)

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Top tips on how to enter a successful bid