Throwing spaghetti at a wall is not a tender strategy
Arms back and with a tight core, you hurl a handful of spaghetti at a wall with absolute confidence that it will stick. It obviously will not, but even if it did, would it have mattered? Would it not have been just a huge mess?
Some teams do approach a tender in that manner and then wonder why they weren’t successful. I’ve seen it in action, and it rarely ever leads to the desired outcome.
For those new to tendering, here’s a glimpse of what this misguided approach looks like. A word of advice: it is most definitely not the recommended approach if you’re looking for a win.
The infodump
This is where teams prioritise the sheer volume of information over clarity. Instead of focusing on clear and concise responses, some teams believe that more information will improve their chances. The client only wants to know what they’ve asked for, so let’s make it easier for them to find the information they need in order for them to determine if you’re the right fit for them. Overloading a submission with unnecessary detail increases the risk of failing to properly address the actual question.
Making assumptions
This is most commonly seen in relation to the submission criteria and format. If the client is asking for the submission to be provided in A4, then please submit it in A4. If you’re working towards a limit of 10 pages, then please stick to that as well. Assuming that it will be acceptable to bend the rules can lead to disqualification due to a non-compliant bid.
Rushing the submission
Now, this is a sure-fire way to submit documents that are filled with errors and gaps in information. Time management is key in this field, and I would recommend utilising a bid plan to set clear deadlines for everyone in the team to adhere to.
Unclear writing
I have seen documents littered with adjectives and superfluous statements, making it difficult for the client to follow. Instead, use simpler sentences and back them up with evidence. In my opinion, tender writing that is concise and compelling allows your approach or solution to shine.
Copy and pasting
This has its place, and it’s quite common to reuse content across various submissions. However, the problem arises when proper care is not taken to review the reused content carefully. It’s never a good look when you’ve got different clients named across your submission.
So, please stop throwing the spaghetti. A clear tender strategy is essential for successful tendering. While this piece focuses on what not to do, this article here, explains what you should be doing instead. Remember, a submission built on hope rather than intent is never a strong one.
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