Why you need to focus on key points instead of trying to sell everything under the kitchen sink.

when trying to win tenders builders will often try to include every last bit of information, instead, find the key points your clients really care about this and repeat it so that they can't miss your message.

Hey, wait, stop!

I know tenders don’t often make sense.

I mean the questions are easy enough, they ask for the same things over and over.

But if I asked you to tell me how to get paid a profitable price for your next project, would you be able to tell me?

Some of our clients must think that we are crazy, they pay us to write about ‘less’ sometimes.

But the key is writing about the RIGHT things, it’s about what makes you different than old mate, you know, the company who goes cheap.

One of the key things you’ll need to change if you want to get in charge of your tendering will be to start the process with a solid plan. You’ll need a kick-off/strategy meeting for EVERY SINGLE SUBMISSION.

How to run a strategy session.

First, list the PEOPLE who will be marking your submission. Are they technical, legal, financial, experienced or not? Think about what might be important to these people, and what challenges they might not understand especially if they aren’t technical.

Second, what are their FIVE key problems? Project, stakeholder, programme.. these are just a start. Give reasons for why you think these are a problem, and then list 3-5 real solutions for each.

Third, look at your competitor’s strengths and weaknesses. Then look at yours after that. Will they price competitively? Do they have resources or financial sheet to do this project, do you?

Lastly, find and highlight the key points that your company can offer that no other builder can.

If you find that you don’t have anything that sets you apart, it’s a great time to find a better opportunity. If you cant offer value, you wont be able to provide the client with a reason to choose between your competitors.. other than price.

Once you find your 5 points, repeat them throughout your document from top to bottom.

✅Exec summary
✅CVs
✅Project examples
✅methodology