Tender Proposals

The tender proposal

In our previous edition we looked at the importance of planning and preparation in writing a tender response. Now we’ll provide some useful tips on how to write the proposal.

It is important to note that in tender and proposal writing, the how is often as important as the what. A well written proposal does not use flowery language or waste words, should demonstrate the professionalism of the writer by using proper grammar and correct spelling, and most importantly, each claim made must be clear, factual and supportable.

It is also important to know your audience. Your analysis of the RFP and proposal planning should have provided you with the detail of what the purchaser requires and how it should be presented. Bear in mind that government purchasing is done with strict probity rules and assume that:

Those reviewing your proposal know nothing about you and possibly little about your industry sector
The reviewers will not have reference to your past performance and relationship with the client unless this information is specifically set out in your proposal
Your proposal is likely to be split between reviewers with each section being reviewed separately and independently
In addition to directly responding to the selection criteria you should convey the following key messages to the reader:
- You are the lowest risk option for the purchaser
- You have the experience, infrastructure and networks to deliver the requirements without delay or risk
- You provide quality, best practice, evidence-based services and are aware of the current trends and practices being employed in your industry
- You are collaborative
- Your proposal represents good value for money (not necessarily the cheapest)

Your writing style should be non-technical, simple, consistent and concise and where possible you should use the language and jargon of the purchaser as set out in the RFP. And finally bear in mind that the tone of your proposal is also important, be human and businesslike rather than academic.