Strategies to help you win more construction and infrastructure bids and tenders
Given the size for the building and construction industry in the New Zealand economy as well as the widespread use of requests for proposals and tenders as a procurement mechanism our team is often engaged to help construction companies write winning bids, proposals and tenders. Here are some strategies and tips to help you win more contracts:
Tailor your response to the opportunity
It is important to tailor your response to the opportunity throughout the bid. Using generic content from previous tenders can speed up the process and is great for putting together an initial draft. However, to develop a compelling bid, you need to take the time to tailor each part of your response. Examples include:
Case Studies – you need to select previous experience and examples that are similar to the project for which you are bidding. Similarities aren’t restricted to the scope of construction. Other similarities are the type of client (for example experience servicing a public sector / government client) and your team. Select your previous experience and case studies carefully and then go into sufficient detail to clearly outline and demonstrate the similarities between your previous experience and the proposed project.
Methodology – One of the best way to write the methodology is to first complete the program. Once the program is completed, integrate a description of the program with a holistic view of the project to develop a methodology. The methodology must be tailored to the opportunity and should cover the relationship management and community management side of the project as well as the construction components.
CVs of Key Personnel – When the procurement panel is reviewing the CVs of your proposed team, they will want to understand your experience relevant to the project. That means if it’s a Ministry of Education (MoE) tender, you need to showcase the experience of your team servicing the education sector. On the other hand, if you are tendering for a large infrastructure project, the previous experience will need to be relevant. The key point here is that you take the time to tailor each individual CV to the opportunity in order to ensure you have the greatest prospects of winning.
Back your winning construction bid or tender up with evidence
When developing your winning response you should keep in mind the fact that anybody and everybody can write and proclaim anything in a tender. What you need to do to is reassure the reader that you are a credible provider. This is best done through evidence. Showcasing images of your previous winning projects is one place to start and try to go a step further by adding in descriptions of those images to clearly explain where you added value. Where you are talking about employing members of disadvantaged groups on the project, arrange a letter for prospective suppliers or recruitment agencies to demonstrate that you have already taken steps to put this in place.
Other areas you can add evidence include:
- Testimonials from current and previous clients.
- Statistics and feedback from client surveys and other feedback forms.
- Supporting documentation (for exampled Covid-19 management plans).
Take a methodical approach to your Bid or No Bid Decision
There’s no point in bidding for anything and everything particularly if you don’t have the necessary expertise and experience to win. It’s important to take a structure approach to the decision to bid or not and think about:
- The motives for the client to put the contract out to tender.
- If you were invited to tender or any relationships you have with the client.
- Your current capacity to complete the project if successful.
- Your experience in similar projects.
- The experience of your personnel and their suitability to the project.
- If you have the capacity to allocate the resources to give the tender a winning shot.
We’ve got a bid/no bid document available for free on request from our team that provides further detail and puts a structure around the bid/no bid process.
Write positively and demonstrate that you want to WIN the project
It’s important to write with a send of excitement about delivering the project and winning the contract. You need to be positive and bold in what you will deliver. For example, state that ‘We will deliver a quality outcome on time’ as opposed to writing ‘our team has the capability to complete the project within the time period specified’. The active voice should be incorporated throughout your bid and your writing should reflect a sense of enthusiasm. Your writing should also demonstrate insight into the project and it’s key challenges and reflect the fact that you have thought through the project requirements and are putting your ‘A-team’ on to deliver it should you be successfully appointed.
Our team helps companies across New Zealand write and review winning bids and tenders. Our service extends to all of north and south island and we are able to service building and construction companies in Auckland, Christchurch Wellington, Hamilton, Tauranga, Dunedin, Palmerston North, Napier, New Plymouth, Rotorua and beyond. Feel free to call for guidance with your next bid, proposal or tender.