Winning Bid

Ten ways to Ten ways to improve improve you’re you’re

bidding bidding Win-Rate.Win-Rate.Brought to you

by

1Copyright @ Euclid 2010

Often only a point or two Often only a point or two separates a winning separates a winning

proposal from the second proposal from the second place finisher. You should place finisher. You should do everything possible to do everything possible to

improve your score. improve your score. Following is a list of ten Following is a list of ten commonly overlooked commonly overlooked

things that you can do to things that you can do to improve your proposal win-improve your proposal win-

rate. rate.

2Copyright @ Euclid 2010

1.

Research the project before the bid is released

Establish contact with the client in

advance, if possible. Use the

Freedom of Information Act and Open Records laws with government agencies to learn

as much as possible about the project, the precise

needs and expectations of the

client.

2.

Create a dialogue with the buyer

Provide a clear solution to the

client’s problem. Clients want to feel that you understand

the problem that are trying to solve

and that you actually have a

solution.

3.

Make sound bid/no-bid decisions

Your proposal win-rate will dramatically increase once you make rational, logical bid/no-bid decisions. You must make a thorough analysis of each bid to scrutinize your organization’s fit with the project, your competition on the bid, and the client

4.

Create the impression that your firm is superior to your competitors.

The truth is that in most situations, several bidders are equally capable of meeting the client’s needs. Your challenge is to create an impression with your proposal that your firm’s approach is unique.

5.

Know your competitors.

It is important that you know the advantages and shortcomings of your competitors. It is also important to know their bidding tendencies. By doing so, you can subtly address their shortcoming in your proposal and know how to position yourself against their tendencies.

6.

Highlight the major points of your proposal.

Use everything from graphic design to repetition to make sure your major proposal points are understood and remembered. All major points should stress the specific direct benefits to the client.

7.

Organize your proposal writing effort.

Proposal writing is a time consuming task. Don’t waste time and labor with a poorly organized writing plan. Allow enough time to review and edit it before your submit your proposal.

8.

Update your business information regularly to prepare for the next proposal.

This will allow you to edit your

material with an open mind and

fresh pair of eyes and make important

improvements on future bids.

9.

Perform the "little things" correctly.

Omitting requested information,

exceeding page limits, or word

counts, ignoring proposal

guidelines, placing information in the incorrect place, or failing to repeat or

reiterate information in

different sections are the small

things that will cause you to lose

points with an evaluation team.

10.

Make a strong, positive last impression

Whether it’s in final negotiations or on a site visit, give the

client a new reason to accept your

proposal. Sometimes this means making a price concession or

adding more value to your offer or simply

means presenting the client with yet more

research on their project to show that you’re still thinking

about it and working on it, even after the

bid deadline.

Written by -Rakesh VermaVice President,

Euclid Infotech Pvt. Ltd (TendersInfo)

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