Are you writing to win?
Demie Tan, Tender Specialist (Perth)
Tender writing is a specialised skill that combines research, critical thinking, eloquence and understanding of the tendering process. It’s a skill overlooked by many… until a new tender drops. And now someone’s staring at a blank page, not knowing where and how to start. If this is you, then read on. Here’s to hoping these tips equip you with the confidence you need to get moving!
Lack of clarity in responses
Clarity is often lost in one of two ways. The first being ambiguous responses, and the second being responses that are filled with complex jargon. Articulate your solution with writing that is clear, concise, and direct. The statements below should help provide you with a better understanding of this.
Statement A: We have delivered projects in the past.
Statement B: In 2025, we delivered (Project X) for (Client X), which was a (project scope similar to the opportunity being tendered for).
Statement C: In 2025, we delivered (Project X) by adopting a synergistic and client-centric approach to deliver impactful outcomes that align with stakeholder engagement.
Unsure of the right answer? It’s usually the one that you understand immediately, is comprehensive and leaves no room for doubt.
An unreviewed submission
Never submit a tender that has not been reviewed. Always, always, always schedule regular reviews throughout the duration of your tender. Think of this as a way to ensure your responses are aligned with the tender requirements as well as the client’s needs. At Tender Plus, we use a three-stage review process referred to as Bronze, Silver, and Gold. This is the expected outcome at each review phase:
Bronze review: All returnable schedules should already be blueprinted with headings and bullet points to guide the flow of content.
Silver review: All returnable schedules should be at least 80% completed by this stage. Reviews are more comprehensive, and include formatting, compliance and checking for the overall flow of the document.
Gold review: We’re looking for 95%-100% completion at this stage. No major changes should occur, only minor editing and formatting.
It goes without saying that review dates must be respected at all times.
Err on the side of caution when it comes to cut and paste
Without a doubt, transferring content from previous tenders does save time, especially when you’re juggling multiple priorities. While efficient, this shortcut will prove risky when it comes to the below:
Schedules that require responses to specific evaluation criteria
Schedules that require specific evidence in response to capability
When legislation and compliance requirements differ, and
Schedules addressing risk management.
Here are some examples of how you can make it work for you:
As a starting point to your draft, not a final product
When it comes to standard questions relating to company profile and business structure, and
Only when you have proofread the information and confirm it has its place in the response.
Failing to answer the question
However long it takes for you to read and fully understand the tender documents, do it. These documents outline all the requirements, evaluation criteria and potential client concerns relating to the scope of work. Capture this information with a Tender Management Plan. All this will put you in a position to appropriately plan your responses and address all questions accurately.
As writers in this field, the bottom line is that we need to make every word count. For more writing tips, check out 5 key points to improve your tender writing and Give evaluators what they need to award the win.
Need professional tender writing services? Tender Plus can help. We are located in Brisbane, Sydney, and Perth, and operate nationally. Give us a call today.