Winning Tenders: Increase Success, Maximise Profits and Save Time

If you’ve bought this book, the chances are that tenders are, or are about to become, one of the channels that you use to grow your business. Is it easy? Absolutely not. Are there any guarantees of success? In all honesty, the answer is no, and if anyone tells you something differently, walk away. In fact, run away, very quickly. You are able to influence the tender submission that you prepare, and this book will hopefully help you to make your submission more professional and more comprehensive, which in turn will increase your likelihood of success. But there can be no guarantees. I’m sorry, but if you were looking for cast-iron guarantees of success, then you’re in the wrong place, and tenders may not be the right way for you to grow your business. The simple truth is that yes, you can influence and improve your submissions, but you have absolutely no control over the submissions that your competitors make. Your challenge is to make your response more compelling than those of your competitors. You won’t achieve that 100% of the time, you will win some tenders, you’ll lose some tenders. If you are the incumbent supplier, don’t be complacent. Just because you are the supplier currently, doesn’t mean that can’t change. It can, and often it does. My aim, in writing this book, is to give you an insight into what is required, and hopefully give you some tips and pointers that will help you to meet and overcome the challenges that you face when you are working through that tender submission. Invariably, the documentation for the tender you want to win will be issued when you’re really busy doing lots of other things, and the day job just won’t go away, so it is important to prepare as much in advance as you can. So, if you’re not up for that challenge, then frankly, this book isn’t for you. However, if you think you can cope with that reality, then read on. Hopefully this book will help you to achieve your goals: maximise your profits, save you time and help you to secure more business. So, enjoy the read, take the lessons and apply them to your business and increase your chances of success!