Tender Writing – Importance of Value Adding

2. Tender Writing – Importance of Value Adding • One of the key ingredients when working with our clients is to identify value adding aspects in the tender writing process. • This is important so that we can show our client will not only deliver on the requirements of the tender but in fact offer some additional value adding to go above and beyond the base requirements. • Tender writing is a specialised craft and the right strategies need to be implemented to support your tender response. • Most businesses and organisations don’t consider offering anything extra in the tender writing process and in fact a lot of those tendering for Government, Council or commercial works and contracts are struggling to meet the base tender requirements let alone offer extras. www.redtapebusters.com

3. In our opinion if you are struggling to meet the base requirements then you should consider not submitting a response but that is a topic for another day. • However those businesses and organisations that are successful in winning tenders invariably will offer a value added concept. • This doesn’t mean you have to offer something for free – it could mean that you offer a premium product or service as opposed to baseline and you might in fact offer two different prices one for the premium and one for base. www.redtapebusters.com

4. It could mean that you offer an innovation as part of your proposal and price that accordingly. • Some other value adding concepts that you might consider including in your tender response follows:- • Offering a 24 hour point of contact where the Council/Government agency or commercial company can make contact with you at any time of day or night to discuss issues relating to the performance of the work or any contractual issues. • Allocating an “Accounts Manager” you is responsible for managing the account with the offering entity. www.redtapebusters.com

5. Providing an extra warranty on any products/services/goods/parts so that you can give confidence that if something goes wrong you will fix the matter at no cost or through an arrangement suitable to the contracting entity. • Offering a proposal in excess of the contract requirements but with little or no increase in the competitive base price. • This last point is an interesting concept. I always suggest that new players in the tendering world should consider the prospect of offering super competitive pricing or enhanced products/services when initially starting to tender for Government and Council contracts and works especially. • It is difficult to break into winning Government and Council contracts and it is important to try and win a tender/tenders quickly so you can prove that you have the skill, experience and know how to really deliver what they are seeking. www.redtapebusters.com

6. Once you win a tender or a few tenders and prove that you can offer great service and products and you wow them then you can then start thinking about slowly tweaking your prices upwards in future tenders to get back any dollars lost initially. • This strategy really needs to be well thought out though as the last thing you want to do is cripple your business or organisation just to win a tender. • Contact us at Red Tape Busters - http://www.redtapebusters.com/ should you require more information about this article or if you require specialist grant or tender writing experience to help your organisation or business win grant funding or achieve successes with tenders. www.redtapebusters.com

7. We are specialists in providing the following services:- • Lobbying. • Tender Writing. • Grant Writing. • Resumes/Job Applications. • Organisational/Business Development. • Please also “friend” or “like” us on Facebook - https://www.facebook.com/RedTapeBustersShaneBowering, follow us on Twitter – Red Tape Busters or check us out on YouTube just search for Red Tape Busters. www.redtapebusters.com