Nicola Dibb, Marketing & Business Development Consultant, reveals some key tips for creating a winning bid document.
Pre Qualification Questionnaires and Invitation To Tender’s are a particular curse of the construction industry. Often consultants and contractors feel under pressure from clients to fill in yet another form or write a compelling response – when all they really want to do is to get on with the day job.
Unfortunately, though, PQQ’s and ITT’s are necessary evils in the process of applying for projects and winning new work. The ideal scenario is when a company has been tracking a specific project with a client so they know all about it when the PQQ lands. Sometimes, if they have been managing relationships with their clients, they will be well prepared and have resources to respond – they may even know what questions are likely to be asked.
The bids that are most successful are where there is an existing relationship between bidder and client but having said that, sometimes clients are looking for ‘new blood’ especially if they are unhappy with current incumbents or the usual suspects that always apply. When that is the case, it’s a great opportunity for an organisation to really shine with their PQQ document, ensure they get through to ITT and hopefully secure the project.
Putting together a high quality PQQ or ITT can be a daunting task however. Sometimes the process and content can become stale and in need of a refresh to make sure you are still pulling the right punches and presenting your business in its best possible light.
I have been working in the construction sector for 27 years and have project managed and written many bids in my time. So, I thought I would give a few useful tips to consider before you start to craft your PQQ and/or ITT answers:
- Ask yourself what the client is really looking for? What are their aspirations and vision for the project or framework?
- What are the issues or problems that the client is seeking to be solved?
- Really drill down into the brief and requirements so you understand all that you can about the client and how they operate,
- Consider how you will add value to your proposal. What is your strategy for success?
- Carefully consider which are your most appropriate projects and people to offer as your expertise.
- How will you best showcase these?
- Don’t underestimate the power of a good Executive Summary,
- Sounds obvious but make sure you answer the exact question that is being asked especially if there is more than one ‘part’ to it,Be clear on the key messages and benefits you are presenting in each answer,
- Don’t use bland, unsubstantiated statements and try to add in quality, relevant testimonials
Nicola Dibb Associates Limited offers bid writing, including document design. I can run training sessions on PQQ/ITT preparation and strategy. I also offer a ‘Bid Audit’ service which includes reviews of previously unsuccessful documents. I’d be delighted to hear from you if I can help.
Telephone: 01932 429258
Mobile: 07917 552207