Writing a tender proposal is not a mere formality in the bidding process. It is the first and most crucial step to sell your services or goods into the public sector on into large value commercial contracts. Most businesses that underestimatethe importance of writing tenders do not become short-listed.
Your tender proposal must answer all of the questions, ensure compliance and carry a persuasive writing style to be able to make the cut. A tender proposal must be based on facts and figures and it also must be well written. Persuasive writing is an art that can be perfected over time and with regular practice, and you can improve your writing by using the right techniques.
What is persuasive writing?
The ability to communicate effectively is essential for a proposal. If you want to collaborate with someone for mutual gain (for example, with the client organisation), you will need to communicate your ideas clearly to make a convincing case for the other party to do business with you. Persuasive writing plays an important role in this type of communication.
Here, we list some effective techniques for persuasive writing
Know the end goal of your client
Let’s use an example of a building project. Your client puts up a construction job and mentions a project deadline. Anyone who receives the tender request can determine what needs to be built and how to do it. There may be businesses who can present better experience and provide resources to prove a valid response.. How can you make yourself stand out from the crowd? Knowing and delivering the ‘whats’ and ‘hows’ will not always be enough to help you land the opportunity.
However, you can also do some research and find out the motives behind this project. Why does your client want to build this project? Why would they want to hire businesses like yours to handle and deliver the project? Is it the cost, convenience of outsourcing or some other reason? When you have the answers to their ‘whys’, you will find yourself in a better position to draft a tender proposal.
Focus on benefits rather than features
When you are selling a product, whether it is goods or services, you are not simply selling an object or a service. You are selling ‘how it can help the buyer solve a problem’. Your tender proposal should focus more on the benefits your product or service provides rather than the features it has.
Focusing on these key points will help to make your tender proposal stand out and get shortlisted. Good luck!