tender writing – case study 3
TRANSCRIPT
WELCOME TO RED TAPE BUSTERS
By Red Tape Busters
Tender Writing – Case Study 3
Tender Writing – Case Study 3
As we have discussed in this series of case studies previously, tender writing is
far more than being the cheapest price.
Yes tender writing success does depend to a degree on price but the skilled
tender writer will be able to develop a “sales” pitch which sets their tender apart
from the competition and price will then become just one of many key platforms
from which the organisation can launch a successful bid.
Tender Writing – Case Study 3
In this Case Study our client was seeking our assistance in winning a tender with
Woolworths to provide supermarket trolleys. Our client was an Australian based
company wanting to challenge overseas importers.
This was going to be a very tough task for our grant writer seeing the overseas
companies were buying the raw materials cheaply overseas and were then paying
cheap labour to construct the trollies.
Tender Writing – Case Study 3
We were able to convince our client to source raw materials also from overseas
at a good price but source materials and parts that exceeded Australian standards.
In this way we could demonstrate that our trolleys were superior in design and
construction to the opposition and that our trolleys exceeded the Australian
specifications for quality and safety.
We also worked with the client on ensuring we had a backup plan just in case
something happened to their supplier of the materials and also a business
continuity plan in place for our client to again demonstrate that in case of an
emergency fire, flood etc – our client would have a plan in place to continue
operations.
Tender Writing – Case Study 3
We also worked with the client to show that because the trolleys would be
manufactured here that we could quickly get stocks of trolley’s to Woolworths in
urgent situations – something our competitors would struggle to achieve.
We also convinced our client to introduce a warranty policy where they
“guaranteed” the life of the trolley for two years and agreed to replace a trolley if it
failed in this time.
Again this was a key point of difference from our competitors.
Tender Writing – Case Study 3
Finally in our tender documents we focused on our client’s commitment to
quality and the fact they had in place systems which conformed to ISO 9001 and
that the client was heavily invested in continual improvement.
While our clients price was slightly higher than the competitors the overall
quality of the tender, the value adding and our key points of difference carried the
day. Our tender writer Sydney had done an amazing job and we were proud to have
a $13 million tender writing success to add to our glowing “resume”.
Tender Writing – Case Study 3
Providing a guarantee really was an attractive aspect for Woolworths because
essentially whatever trolleys they purchased they knew that for at least two years
that they did not have to budget for replacements.
We also suggested to our client that the provide an Account Manager within their
organisation whose responsibility it would be to look after the Woolworths account
entirely and that person would be available to Woolworths 24/7, 365 days per year
and would give Woolworths personalised service wherein any Woolworths store
across the country or anyone from head office could call the Accounts Manager to
get a billing issue resolved, order more trollies, seek replacements etc etc. This
proved another great innovation.
Tender Writing – Case Study 3
We are specialists in providing the following services:-
Lobbying
Tender Writing
Grant Writing
Resumes/Job Applications
Organisational/Business Development.
Tender Writing – Case Study 3
Contact us at Red Tape Busters – http://www.redtapebusters.com/ should you require more
information about this article or if you require specialist grant, tender or job application writing experience. We can
assist you to achieve your goals and objectives!
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Contact Us
Red Tape Busters Pty Ltd.
ABN: 39 094 823 417PO Box 3126WARNER QLD 4500Telephone: 07 3882 2055Facsimile: 07 3882 2066
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