Lack of background research and planning:

When submitting a tender, it is essential to demonstrate a clear understanding of the prospect and the problems they are trying to solve.  In-depth background research and analysis is critical to achieving a clear picture of the prospects motivation and goal. Being able to correlate your business value with that of the prospect will set your business apart. Also, it is vital to demonstrate a direct relationship between your products or services with the clients desired goals.

Lack of evidence and proof:

No matter how beautifully laid out, a tender response is, it means nothing if it lacks proof to back it up any claim. Every claim must be accompanied by the appropriate reference and evidence as required by the tender document. The proposal must relate the evidence provided with the tender requirement showcasing how your services will benefit the contract. Without enough convincing evidence, the contracting company cannot be sure of the quality of your bid, and you may likely lose out to a competitor.

Irrelevant Answers

This is a very common error many organisations make when preparing a proposal. As the saying goes, it's harder to write a short letter than a long one. When preparing a proposal, it's essential to focus on the question asked to cut out irrelevant information. It is very common to assume what the question is getting at and thereby providing an answer to our supposed motivation. We recommend sticking to the point and answering only the question asked unless the additional information is relevant to support a claim.

Preface your bid with a properly written executive summary.

Including a well written executive summary is essential to give a professional outlook to the proposal. The executive summary should be written by a professional who can capture the key points in the proposal. The summary must include a brief introduction to your company and the key points in your proposal. The rule of thumb is to write a summary at the beginning of your proposal and then revised to capture the content before submission.

Complacency

This applies to companies who already have the contract, and it's due for re-tender. It is possible to lose a re-tender to an existing client even when the client loves your work. Complacency is very common, especially where the individual or team writing the proposal also deliver the current service. It is easy to assume that the client will automatically pick your company forgetting the client is looking for added value for money. We recommend being innovative and follow consumer trends to appeal to your client.

Submitting a Non-compliant bid

A proposal can be made non-compliant if it doesn't follow the required guidelines as requested on the tender document. You can avoid this mistake by making sure you carefully read the tender requirements and supporting documentation needed for the tender. Non-compliances could also be in the form of the format used, font, word count even uploading documents in the wrong format. So ensure to double-check everything properly.

Missing the deadline

Finally, if you miss the deadline for submission, your proposal will automatically fail. It is therefore important to note the submission deadline date and time for the tender and update your company's calendar.

Good luck!

Are you looking to expand your business internationally? Visit www.tradedeskmea.com for lots of tender opportunities.

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