The good news? You don’t need to be a lawyer, a procurement expert, or a master wordsmith to start submitting competitive tenders. But you do need a plan—and possibly a seasoned tender writer in your corner.
Here’s how to get started the right way.
Step 1: Understand What a Tender Actually Is
Let’s clear up a common misconception: a tender isn’t just “a big quote.” It’s a formal, scored response to a request from a buyer—usually government, councils, or large corporates—asking you to prove you can deliver what they need, better than the rest.
Your job isn’t just to say what you do. It’s to demonstrate how you’ll do it, why your approach is better, and what value you bring.
That’s where many first-time tenderers slip up: they focus on features instead of outcomes, or waffle through the compliance bits and hope for the best.
Step 2: Get Familiar with the Process (So You Don’t Panic)
Most tender opportunities follow a similar structure:
- Request released (RFT, RFQ, EOI, etc.)
- Questions asked and answered during a formal period
- Submission deadline (usually hard and non-negotiable)
- Evaluation based on pre-defined criteria
Read the documentation closely. Highlight the weighting of each question. Create a reverse timeline from the due date, and set internal deadlines to avoid last-minute chaos.
If this already sounds like a spreadsheet-worthy operation, that’s because it is.
Step 3: Know When to Call in a Tender Writer
If writing isn’t your strength, or if the opportunity is high-stakes and you’re short on time, this is where a tender writer becomes a game-changer.
A good tender writer doesn’t just clean up your grammar. They help you:
- Decode what the buyer really wants
- Structure responses to score maximum points
- Avoid compliance slip-ups that get you disqualified
- Showcase your unique value (without the fluff)
They also help build internal processes so future tenders aren’t such a scramble. In short: they help you look good on paper and make you feel in control.
Step 4: Build Your Tender Toolkit
Start compiling templates, case studies, team bios, policies, and certifications now—not two days before submission.
You’ll thank yourself later when you’re not digging through emails trying to find a referee contact or scrambling to rewrite a capability statement from scratch.
Bonus tip: Create a “Win Themes” doc for each bid, outlining your key strengths aligned to the buyer’s priorities. This is what professional tender writers do behind the scenes—it keeps messaging focused and strategic.
Step 5: Learn From Every Attempt
Most companies don’t win their first tender. That’s okay.
What matters is learning what worked, what didn’t, and how to improve next time. Request debriefs from buyers. Take notes. Refine your approach.
Over time, you’ll build internal confidence and external credibility. And with the right support—whether from a seasoned tender writer or a growing internal team—you’ll stop dreading tenders and start seeing them as serious growth opportunities.
Ready to start tendering smarter?
If you’re looking for guidance, resources, or someone to help write your next bid, reach out. I’ll help you avoid the rookie mistakes and focus on what really wins.
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