Not all tender writers are created equal — and the difference can be costly. In this article, I break down the five key traits that separate a good tender writer from a not-so-good one. From strategic thinking and buyer-centric writing to storytelling and calm under pressure, you’ll learn exactly what to look for if you want your next submission to stand out — and win.

Before you dive into any tender submission, there’s one thing you absolutely must do—gather your testimonials, case studies, and hero stories. Why? Because trust wins tenders. Submissions that tick all the compliance boxes but lack proof don’t stand out. What evaluators want to see isn’t just methodology and pricing—it’s evidence that you’ve delivered, succeeded, and made your clients feel confident and secure. Strong testimonials act as emotional proof points. They answer the real questions evaluators are silently asking: Can we trust you? Have you done this before? Will you make us look good? In this post, we explore why social proof isn’t a “nice to have”—it’s the most persuasive part of your bid. Learn how to collect and use three impactful testimonials, two outcome-driven case studies, and one hero story that makes your capabilities unforgettable. This isn’t about marketing fluff. It’s strategic persuasion, grounded in emotion and results. Don’t just add these elements to the appendix—embed them in your value proposition. Show not just what you do, but how you make clients feel. If you want to stop sounding like every other bidder and start winning, your proof is your power. Use it wisely.