Specialist Tendering Consultants
“Frequently Asked Questions”
We are quite different from most tender writing
companies. For starters, we are not just
marketing gurus, technical boffins or copywriters.
We are all that and more.

We started in procurement, so we know the
“other side” processes. We still work in
procurement, from time to time, to keep our
hand in. We are also Master NLP Practitioners
and management consultants.

- Joe C,
General Manager Industrial Services Company

“I especially like the round the clock service and the fact that we can send information in the evening and it is done flawlessly by morning.”

- Carl John,
General Manager Industrial Services Company

“I especially like the round the clock service and the fact that we can send information in the evening and it is done flawlessly by morning.”

Business

Let’s Win Some
Business Together

Nobody can guarantee you will win when you submit your tender or proposal. Anyone who says that is either lying to you, or is engaged in something shady.

What we can promise you is that you will be given the very best opportunity possible to win. And if you have done you business development right, it can be new business, which equals growth!

What Does a Tender Consultant Do?
Tender Consultants are specialists in responding to RFTs/RFPs. When a large, mature buying organisation needs to engage a company to provide works, goods and/or services they will package up their requirements into a request for tenders (or proposals) and release them to suitable companies to prepare a response.

How that response is evaluated and compared to all the others is a defined process. If your response is not comparable in quality to the others, then it will be set aside.

Tender Consultants help you submit a compelling bid. They can provide training, coaching, advice and bid management, both during the tendering period, and before/after. They can also prepare the documents for you, check them over, or simply polish them for you.

Why Would I Need a Tender Consultant?
If you haven’t worked in procurement, seen a tender submission from a number of different companies, or participated in an evaluation process, then you have no point of reference. Simply put, you won’t know what “good” looks like.

The most expensive way to learn what is required is to start submitting tenders from this reference point, and, after losing several times and receiving feedback, improve incrementally. This is called “the University of hard knocks”, and is costly because responding to tenders is a costly and time-consuming process.

Most people use this process, and it can take years to improve to the point where you consistently win new business through submitting tenders.

The fastest and cheapest way to learn is to engage a tender consultant, ask them to prepare a response for you, and learn from them as you go. You will end up with good knowledge of what is required, possibly a win, and a suite of documents that can be reused.

What is a "Good" Win Rate?
There are two types of wins: one to win more (or win back) business with a company you have already contracted to, and one to win new business with a new company you have never worked for.

Repeat business can be easier to win, and you should win at least 90% of the time.

New business is harder to win, because you are up against two barriers: the incumbent and their track record with the company, and no track record of your own with the company. However, if you do your business development activities correctly, you should win at least 60%.

How Do I Select a Good Tender Consultant?

Many people claim they are tender specialists: I have seen very few who know their business inside out. Look for someone who:

  • knows the procurement business, intimately – they know what is required from the “other side”.
  • can write! Most people can’t write persuasively
  • is creative – creative people can help you develop a winning strategy
  • understands contract law – they can point out risky clauses.
  • can manage projects – a tender is a project with an immutable deadline. You need someone who can manage inputs.

Don’t be fooled by the qualifications brandished on their website. Just like there are good and bad lawyers, doctors and dentists, who all have the same level of basic training, there are good and bad tender consultants.

A good tender consultant will give you frank and fearless advice, and work diligently to extract and present your value proposition.

A poor quality tender consultant will be divided among too many clients, leave the writing to inexperienced juniors, and not probe to find what your winning proposition is. Their submission document may be beautiful, but not necessarily compelling or readable.

Have a look at their website. If it is all about them, bland, boring, uninformative or arrogant, then their work will in all probability be similar.

Ask them how they will work with you, and how many other tenders they are working on at the same time. You don’t want them dropping the ball on you.

Ask them who will be doing the writing, and ask to see a sample. Bear in mind they can’t give you an actual client document, because that would be a huge breach of confidentiality, but they should be able to give you a small sample of what they have written. Blogs are a good place to start if they don’t have a sample.

Also, ask them for referees. They should be able to point to a number of happy clients who have won as a result of their work. Talk to them about the service they received.

Will I Win if I Use A Tender Consultant or Tender Writer?

Maybe. It depends upon a number of things.

Using a specialist should give you the best chance possible, however, if you don’t have a compelling and competitive offer in the first place (and the consultant should advise you on this) or the company doesn’t want to give you the business (for whatever reason), then maybe not.

Try our bid/no bid calculator to see if you have a reasonable chance before you engage with a consultant.

Some companies we have helped our clients win work with
Heemi Kutia

Heemi Kutia

To say Heemi has a way with words is an understatement. He ensures our work is of the highest quality and reflects the best of our clients.

Sue Findlay

Sue Findlay

Sue’s experience in tenders is quite unique in that she began as a procurement/contract management specialist before diversifying into bid and tender development 15 years ago.
Madeleine Knoetze

Madeleine Knoetze

Madeleine is responsible for building the responses that gives our clients a competitive edge. Our resident night-owl, she works better at night, allowing us to offer a round-the-clock service.
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