Research, research, research
First things first, if you want to learn how to win contracts, you need to do your research. Initially, you should research the buyer and the contract in more detail. The more you know about the buyer, the better your final tender response will be.
Study the tender documents
When you’re learning how to win contracts, understanding the importance of this stage is crucial. Before you begin writing, you need to study the tender documents. Whether it’s one page or 100 pages, you need to digest all the information available to you. Otherwise, you run the risk of missing key details in your tender response.
Prepare your evidence
Next, you need to prepare your case studies. In most cases, you’ll need to include at least two to three contract examples from the past five years. These should be similar in size, scope and complexity to the buyer’s project. If it’s not relevant to the tender, don’t include it in your response.
Show, don’t tell
Now it’s time to put your case studies to work! To learn how to win contracts, you need to do more than tell the buyer what you’re going to do. You need to show them. The best way to do this is to show the buyer how you’ve delivered for your previous clients. You could also include testimonials that showcase your past successes.
Demonstrate added value
When you’re bidding for public sector contracts, you need to demonstrate added value in your tender response. Added value, also known as social value, is now mandatory in public sector contracts, with a compulsory weighting of 10%. Therefore, you need to show the buyer how you’ll deal with environmental, social and economic factors.
This could include:
Encouraging economic growth
Tackling climate change
Creating new job opportunities
Giving back to the local community.
Review – and then review it again
You might have finished your first draft, but the work doesn’t stop there. When you’re learning how to win contracts, you should be prepared to review your work for errors and inconsistencies. To do this, you should focus on two key areas:
That you’re actually answering the buyer’s questions
That your bid response is free of spelling mistakes and grammatical errors.
To simplify this process, you could try reviewing your tender response more than once, checking for different things each time.
Submit the bid on time
Finally, you need to make sure that you’re ready to submit your tender response before the deadline. After all, there’s no point in learning how to win contracts if you miss the deadline date and time. So, if the tender is due at 12pm, don’t wait until 11:59am to submit.
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