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Executive Compass Offers Key Points on Tendering Bids for Ultimate Success

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Steven Conway

Writing and tendering bids in today’s economic climate can be somewhat problematic if you don’t understand the bid writing process. Altogether too many companies try to underbid the competition thinking that is what it’s going to take to win the bid, but unfortunately, winning the job doesn’t always equate with success. This is evidenced by significant financial losses realised in the Crossrail project which has gone tremendously over budget. As of last summer, the BBC reported that this project had at that time run more than £600 million over budget. Perhaps that is a good place to start when looking at what it takes to tender a successful bid.

Winning That Contract Isn’t Always About Cost
Many contractors are literally terrified of tendering a bid when trying to win a government project. This is often because they are labouring under the impression that the lowest bid will be the ultimate winner. While cost is always a key factor, it isn’t always the deciding factor. The government understands that there is a constant tension between quality and cost and will often work to adjust budgets if it means substandard work on a project that involves the safety of the general public.

In other words, tendering a successful bid needs to be realistic in terms of what can be accomplished at a given cost. Even with a financially strapped government budget, going far over budget benefits no one. It is costly in terms of more than just cost. Time is lost when tender writing if amended bids need to be tendered, and this just further exacerbates the problem.

In-House Bid Writers Should Know When to Seek Assistance
Even those who have been on bid writing courses are not always as adept as they should be when writing enormous bids. Yes, the technicalities of bid and tender writing remain the same but the bottom line is always going to be what can be accomplished in the time frame proposed as well as within the budget set forth. A good bid writer will spot any inconsistencies and will then bring it back to the table so that adjustments can be made. Almost anyone can learn the art behind bid writing, but it’s the science underpinning all those principles that make the difference in writing (and winning) a successful bid.

Understanding a Successful Bid
This is where Executive Compass explains exactly what tender writers seek to accomplish. Yes, it’s about winning the contract but it’s also about tender writing services that seek to tender bids that can accomplish what is being proposed. If you have in-house bid writers who know how to put together a bid, it doesn’t mean that the bid they tender will be a winner, even if it wins!

To make sense of all this, contractors need to understand that the lowest bid doesn’t always win the contract and it doesn’t always lead to success. Citing the Crossrail debacle, the bid was won but the profit was lost. Don’t make those same mistakes when tendering a bid. Professional tender writing services can help you with both the tendering and the logic so that everyone comes out a winner. That’s a successful bid.

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