‘Pitch Perfect’How to tender and win

Golden Rule 1

Keep your bid concise and lean

Golden Rule 2

Don’t overwrite

Golden Rule 3

Make your bid easy to navigate

Golden Rule 4

Answer the question

It’s not about the money

• Proposition

• Innovation

• Evolution

• Culture

• History

• Attitude

• Responsiveness

• Talent

Playing the ‘weighting’ game

• Always find out the evaluation criteria for the contract

• You build your response to achieve the highest marks

• Don’t forget the rest (that counts too)

• Look out for ‘pass/fail’ questions

Brilliant Bid Management

• Have authority

• Share the workload

• Brief well

• Set false deadlines

• Use your energy wisely

• Start a library

Bid production

• Don’t underestimate the production time

• Proficiency in Microsoft Word and Excel

• Get a professionally designed template

• Decide how you’re going to print and finish

• Allow plenty of time to upload

• Have a designed PP presentation for when you get shortlisted

Summary: 7 steps to SUCCESS

• Scrutinise the opportunity

• Understand the commissioner’s needs and aims

• Centre on what matters to the client

• Co-ordinate your bid development

• Elevate your bid through non-monetary value

• Seek out help and assistance

• Set up a library