So, you know there is a bid coming up for some work you really want to win – here are five tips to help you plan for the bid writing process. If you do this preparation beforehand you have much more chance of winning the bid and making the bid writing process a lot shorter.
Tip 1 – get your finances organised
Firstly most PQQs will ask for some financial information – usually two-to-three years accounts. If you haven’t been going that long, you could provide a cash flow forecast, management accounts, a statement from your accountant, or a bank reference. Essentially, potential customers want to make sure that you are financially secure and will be around long enough to fulfil the contract.
Tip 2 – Make sure you have the right insurance
- Public Liability
- Employer’s Liability
- Professional Indemnity
Tip 3 – Do you have the right policies written
- Health & Safety Policy (even if you have less than five staff)
- Equal Opportunities Policy
- Quality Management Statement (QMS)
- Environmental Policy
- Confirmation that you are registered for Data Protection
- Ethical Sourcing and Sustainability Policy
- Sub-contracting Policy
- Recruitment Policy
- Business Continuity (or Disaster Recovery) Plan
Tip 4 – Do you have references and case studies?
Tip 5 – Do you have the resources? Check before you start.
Lastly remember that a tender can be a real commitment both financially and in terms of management time. You must be willing to allocate resource to the bid process which could potentially include a PQQ, Bid and Presentation. The whole process could take many man-days of hard work and possibly the direct cost of preparing drawings, printing and binding your offer, delivery by courier and travelling to give a presentation. Don’t forget that a bid document is a binding contract and you will be expected to fulfil the terms of the contract regarding delivery of your product or service – whilst not forgetting your existing clients…….
My clients win more Bids, Tenders and Proposals. Don’t forget – you only get one chance to make a first impression. Most business is lost through poor communication, not through the products or services you offer.
Bid Writing, Bid Writing Training Courses, Case Studies, Reviewing Editing and Proofreading, Tender Proof your Business, Build a Better Bid Library, General Business Writing Training.
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