When working with companies to develop their bid and tender skills, I am amazed how often my clients cite similar challenges. The most common things I hear are:

“Where do I start?”

“Why are the timescales unrealistic?”

“Why can’t the client be clear about what they want?”

“How do I know how much detail to include?”

The most important thing to remember is that you are in the same situation as your competitors. The way you respond to the challenges is often what makes the difference between success and failure.

Understand Their Drivers

The more you understand about your client and their needs, the greater your chances of success. You should not be afraid to ask them questions and consult with other people who know them. Find out why they’re buying, what’s important to them and who will be involved in the decision making.

You can use this knowledge to develop a win strategy.

Sometimes, such as in public sector tenders, it is not possible to communicate with the client. In these situations you should read everything they issue rigorously and also research the organisation. It is amazing how much useful information you can glean from websites and LinkedIn profiles.

Once you have an insight into the client, you must ensure you use it for competitive advantage.

Understand Your Competitors

Winning contracts is not just about impressing the client; it is also about beating the competition. There are simple tools you can use to work out your strengths and their weaknesses. To find out more about these techniques, and other ways to write winning bids, book onto the Edinburgh Chamber Tendering for Success training course on Friday 2nd of October.