In the world of tenders, there’s a quiet standoff that happens far too often.

On one side, we have evaluators—usually time-poor professionals—pleading:
“Please, just follow the template!”

On the other side, bidders push back with:
“Templates are for people who lack imagination!”

Sound familiar?

As tender writers, we’ve seen it all. Proposals that ignore the structure completely. Great solutions hidden in the wrong section. Bidders pouring hours into clever formatting or flashy layouts—only for their proposal to get tossed aside because evaluators couldn’t find what they needed.

Why Templates Actually Matter

Let’s clear something up: templates aren’t the enemy. They exist for a reason.

When you stick to the tender template, you make life easier for the person reviewing your submission. That person isn’t reading your proposal for fun—they’re scoring it, and they need to find the right information quickly and easily.

Here’s what happens when a tender writer follows the structure properly:

• You tick all the boxes. It’s easier to show compliance when everything is where it’s meant to be.
• You make scoring simple. Evaluators can see exactly how you meet the criteria, which boosts your chances.
• You stand out for the right reasons. Not because your document looks different, but because it’s strong, clear, and easy to assess.

What Happens When You Don’t Follow the Structure?

This is where things fall apart. Bidders who ignore the structure often end up:

• Putting answers in the wrong place (which makes it harder to get points)
• Creating confusion with overly designed or ‘creative’ layouts
• Making evaluators hunt for key information—if they can’t find it, they won’t score it

Even a great solution can be rejected if the structure doesn’t make sense. A good tender writer knows that clarity beats cleverness every time.

So, How Can You Be Both Clear and Compelling?

You don’t have to choose between following the rules and writing a strong, persuasive proposal. A skilled tender writer can do both.

• Stick to the template. Use it as your framework—it shows you exactly what the client wants to see.
• Be clear and direct. Answer the questions in the order they’re asked. Don’t make people dig.
• Add value where it counts. Bring your strengths to life using clear examples, simple visuals, or case studies—within the structure.

Real Example: Who Gets the Win?

Let’s say two companies are bidding for a $4 million contract. Both offer strong solutions.

• One ignores the template, moves sections around, and includes a highly-designed submission where the pricing is hidden on page 45.
• The other works with a professional tender writer, uses the structure exactly as requested, and provides clear, targeted answers.

Which one is more likely to win?

The second. Every time. Not because their offer was better—but because it was easier to assess.

Final Thought

As a tender writer, your job is to help your business (or your client) tell the right story, in the right order, in the right way. Ignoring the tender structure doesn’t make your bid more interesting—it just makes it harder to score.

So the next time you’re tempted to go off-script, remember:
Structure isn’t your enemy—it’s your secret weapon.