I’ve recently spent time working with a client completing a government tender document.
These can be very daunting for the uninitiated, but it is also a great exercise for a business to go through. It forces a business to look at all areas of operations and provides them a dream opportunity to put their very best foot forward!
Seldom in a sales process are you afforded the ability to tell your whole story. Often you snatch chances to provide requested information and don’t want to bombard the client with too much data. Being able to really present a good rounded over all picture of your business and how it suits the client’s needs is a privilege that shouldn’t be underestimated.
Today I’ve touched on 4 areas where you can make a big impression in completing a Tender proposal.
Operation / Mobilisation
Have you taken the time to document exactly what you do when you win a new piece of business? I’m sure everyone in your business knows exactly what they do but is it all in their heads? How does a new customer really have the assurance that you will execute this new contract to a high standard?
Training and Capabilities
Have you documented all your staff training and kept records? Are these records all in the one place and easily accessible? How can you prove to a new client that your staff are not only trained but that you are constantly looking to improve and upgrade their abilities so that the level of service the client gets throughout the contract is as good as the first months?
When did you last take the time to think about and document your customer relationship management procedure? In relation to customer interactions: what do you do? how do you do it? who does it? how often do they do it? what do they say? what actions do they take? are you proactive or reactive? How are problems escalated? These are the ways you can demonstrate to your client how they can expect to be treated by your business.
One of the main selection criteria of government tenders is previous reference sites. We all know the value of testimonials, however documenting your reference sites forces you to categorise these sites according to their similarity to the prospective client. It provides a different perspective on your current clients and can also unveil valuable insights into why they they have chosen to work with you.
If your business is at a “Tender” age and if you need help to complete a government tender and don’t know where to start, feel free to give me a call for a chat to see if we can work together.