Tender Writing FAQs

Winning a government tender in Western Australia takes a lot of time and resources; and sometimes even the most experienced businesses fail.

Below you will find answers to the most common questions. If you still can’t find the answer you are looking for, just contact us anyway.

Q: What are some common reasons for failing to win a government tender in Western Australia?

A: Some common reasons for failing a tender response include:

  • Lack of understanding the client's needs

  • Lack of experience and expertise

  • Failure to provide detail

  • Failure to demonstrate value

  • Pricing

  • Poor presentation and formatting.

 

Q: How do I write a good tender submission?

A: Writing a good / winning tender submission takes time and effort. Start by doing the following

  1. Business Opportunity - Find out the client's needs through desk top research and meeting the customer in person

  2. Conduct a competitor analysis. This will help you identify your streghths and weaknesses against your competition

  3. Have you got the resources to deliver the project?

  4. In your tender submission, demonstrate ‘value’ to the Buyer

  5. Provide detailed answers, backed-up with data from your case studies

  6. Develop an appropriate pricing strategy

  7. Make your tender submission look presentable

  8. Get it peer reviewed making sure it is free of spelling errors

  9. Don’t apply for every tender in your industry! Only apply for tenders you think you can win.

Q: How do you demonstrate ‘value’ in a tender submission?

A: Depending on what you are tendering for, demonstrating value can include:

  1. Providing demonstrations on the correct use of a product

  2. Providing a service such as keeping the Material Safety Datasheets up-to-date for the Customer

  3. Providing after-hours support

  4. Providing same day delivery

  5. Providing regular servicing to avoid breakdowns and unforeseen down time and

  6. Disposal costs.

  

Q: What is the importance of demonstrating value in a tender submission?

A: Demonstrating value is important because it helps the client to see the benefits of working with your business.

 

Q: Why is attention to detail important in a government tender submission?

A: Attention to detail is critical for all tender submissions, including government tender submissions.  The Evaluation Panel can only assess you on the information provided in your tender submission. You increase your chances of winning by providing detailed information, backed up by metrics.

 

Q:  How to ask for feedback if you did not win the tender?

A: It is good business sense to seek advice, so you can improve your tender writing skills.  

Some of the questions to ask are:

1.     Was our submission easy to read and understand?

2.     What questions did we answer well?

3.     What areas need improvement?

4.     Was our pricing competitive?

5.     Any other suggestions we should take on-board?

 

How to ask for feedback if you won the tender?

Ask the same questions as above. It will help you become a better tender writer.