How to win more business through writing bids
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We strongly believe our role is not simply to 'write' or to respond to tenders but to support our clients to win contracts.
Bid Writing Skills.
Bid Writing is a skill, and it also takes time. You need to be able to quickly find, understand and interpret tender information, as well as quickly being able to then understand what you need to best respond to it in order to create a win.
Thornton & Lowe offers bid writing training and we have our own Bid Writing Consultancy Team available to help or lead on your next tender. We have developed a successful process for writing bids that sits within our Bid Team structure and includes:
- Head of Bids
- Bid Manager
- Senior Bid Writers
- Bid Writers
- Bid Designer
- Trainee Bid Writers
- Bid Administrators
With this bid writing function, we can offer our clients an outsourced bid function to cover:
- Finding tenders
- Analysing and summarising bid documents for your bid no bid process
- Bid Management
- Bid Writing
- Quality Assurance
- Bid Design
- Portal upload support
When writing a bid there is a lot to consider, such as the:
Do we fully understand their requirement, what they need both from the tender and in order to help them achieve their wider goals? Have they tendered for this work before? Who is the incumbent, how have they performed? What are the likely challenges this contracting authority will have with regards to this tender? Do their needs align with your solution? How have they weighted the questions and tailored them to evaluation criteria? Are they clearly looking for ‘business as usual, is experience, examples and references mentioned throughout? Or are they focused on innovation, collaboration and partnership working? Is the tender therefore a good fit for you?
But what else do we need to consider:
What do you know about your competitor’s solution, price and ability to bid effectively? Do they supply other local buyers, if not an incumbent for, this specific contract? How do you perform against them in tenders if you don’t have a relationship with the buyer? How do you perform with them, if you do? Who is going to try and ‘buy’ the contract? Will this work? Can you compete on price, and can your quality responses exceed your competitors when considering the scope of works, question weightings and evaluation criteria?
What is market share, reputation and pricing strategy? Are you seen as service and quality-focused or price-led? Within the tender how can you best create your value proposition to justify your place and why it is the best fit for the buyer and in comparison, to your competitors? UK Bids and tenders?
To start bidding, you first need to find tenders and understand what they are looking for. The vast majority of UK Public Sector tenders are advertised on Contracts Finder and Find a Tender. We have developed a free and innovative tool to allow you to set up email alerts and monitor which contracts your competitors have, along with their likely renewal dates – Tender Pipeline.
At Thornton & Lowe, we write over 400 bids each year for our clients, with a directly employed team of Bid Writers working continuously to improve our clients win success rates and tender feedback.
The UK bid market is growing quickly and as well as large organisations regularly being awarded.
We have recently launched our Tender Pipeline Software. Get FREE Tender updates, announcements and competitor information straight to your email.
" We recently utilised the Bid Resource Division of Thornton and Lowe in order to recruit two additional team members for our Bids and Tenders team.
They were successful in sourcing excellent candidates for both Bid Writer and Bid Manager roles.
We were extremely happy with the standard of candidates introduced to us and the service we received.
Consequently, we would have no hesitation in recommending Thornton and Lowe to any companies looking for any assistance with their recruitment of Bids,Tenders and Proposals Specialists. "
Nico Prinsloo Commercial Sales Director - CH&Co Group
" We would recommend Thornton & Lowe as a specialist bid recruiter having recently worked with them on a bid writer vacancy. We appreciated the professionalism, pragmatism and honesty clearly demonstrated and most importantly we recruited a very good candidate from a small talent pool. "
Zeena Ozturk, Centry Services
" We utilised the Bid Resource Division of Thornton and Lowe on two occasions recently, we were looking to recruit additional Technical Bid Writers to join our expanding Technical and Corporate Services team
The resource team at Thornton and Lowe fully understood our requirements and were able to source some excellent candidates for the roles.
Both successful candidates are now making a positive contribution to the team and we would have no hesitation in recommending Thornton and Lowe to any companies looking to recruit Bids,Tenders and Proposals Specialists. "
Pamela Lilley, Human Resources Manager, Walker Construction
" I wanted to take this opportunity to thank Thornton & Lowe for their recent help in finding a suitable placement for our senior bid writer position. Both Mark and Chris have invaluable knowledge of the bid writing world and took the time to understand our exact needs and company culture. As such, they found us the right person who is perfectly suited to the role, but more importantly to the team and the company.
Thank you! "
Charlotte LeComber, Bid Manager, Crown Partnership