Tendering Advice

Establishing what the proposal needs to cover and what it will address (in some cases this will involve writing Terms of Reference). Determining the subject areas to be investigated. Gathering the ...

How do I know how much to quote? Knowing how to pitch prices and at what level is always a problem for people preparing proposals. Some commonly used pricing strategies are:  Pricing relative ...

Tenders are like a job ad for your company. A client puts a contract out for tender, candidates submit their proposals and the client selects which company they will work with. Despite the fact tha...

Identify the problem and then address and discuss it from the clients point of view.  Explain what you will do and how you will do it.  Detail your staffing, costs and time required to do...

Although there is no set structure to guaranteeing that you’ll win the tender that you bid for there are certainly tender strategies that you follow to ensure that your bid is executed to perfectio...

Ask yourself these questions and write down the answers. On your market: What barriers to entry are there to this market? Is the market subject to regulation? What risks are inherent in this market...

Before you make your presentation, you should prepare thoroughly – you only get one chance to make a first impression – and try to make a presentation with no preparation can be disastrous and extr...

The Trade Practices Act is administered by the Trade Practices Commission (TPC). The Trade Practices Act aims to prevent anti-competitive business practices. The basis of the Trade Practices Act is...

Frequently, the Developer wishes to remain anonymous and instructs the Architect not to disclose their identity. Generally, the Architect or consultant’s appointed agent can provide all the informa...

Unfortunately, this is often not the case and there are constantly cases being adjudicated by law courts which concern ethical behaviour and moral issues in regard to work which followed from the s...

Even if this is not apparent in the initial stages of any business relationship arising from the proposal, in the event that something goes wrong, or in the event that a serious disagreement occurs...

Before you start making calls Always have a pen and paper ready to ensure you take notes of any important points.  A diary is imperative to ensure that you confirm the date and time of call-ba...

Calm your nerves. If you are nervous or anxious, your prospect will know this by your phone manner no matter how well you think you are camouflaging it. Before making each call, take three deep bre...

When writing a letter, some of the things to bear in mind, which also apply to writing tenders and proposals, are: What it is you want the letter to achieve.  The need for the letter to make a...

There are several reasons for writing a sales letter:  to introduce your company and its products  to build relationships to generate enquiries and orders to inspire a desired action . La...

Stand out in the crowd   The person you are writing to most likely will receive many letters at the same time. If you want yours to be the one they remember and act upon, you have to stand out...

Your close must give the reader clear instructions on what to do next, otherwise you will have wasted all the effort you put in to keep them interested. Be direct in asking for action. If you expec...