The document discusses the importance of highlighting a point of difference in tender writing to help win tenders. It notes that while experience and price are important factors, focusing solely on them is not enough. The document recommends tender writers emphasize how their client differs from competitors through innovation, value-added services, and other unique qualities rather than just experience and price. Highlighting these points of difference can help the client's tender stand out and increase their chances of winning.

1. Tender Writing – Point of Difference –
important in wining tenders?

3. Tender Writing – Point of Difference –
important in wining tenders?
 When our tender writer sits down to craft a winning tender response
during the tender writing process, obviously as experienced tender
writers we have a range of strategies that we use to enhance our
strategies of winning tenders.
 Generally though there are no questions in the tender response form
which specifically ask why you are different/better than your
competitors. In essence – no question asking what is your point of
difference.

4. Tender Writing – Point of Difference –
important in wining tenders?
 Our great tender writers make sure that somewhere in the application
they address why/how our client is better than their competitors.

5. Tender Writing – Point of Difference –
important in wining tenders?
 Normally when we ask our client that very question – why are they
better than their competitors and why should they win the tender – we
normally are told all about their long experience and their great price.
 These are important issues but these are the standard replies.
 Yes we want to focus on our clients great experience and yes we hope
their pricing strategy is very competitive but we want to focus on much
much more in highlighting and showcasing that our client is indeed very
different and much better than the competition.

6. Tender Writing – Point of Difference –
important in wining tenders?
In presenting the case about point of difference we try and highlight the
following:-
Experience –
Yes as mentioned we certainly will focus on the experience of our client in
the tender writing process – how long the business has been in business,
how long in that industry, highlight the experience of the key people in the
business, highlight how they have worked on similar or bigger contracts etc
etc.

7. Tender Writing – Point of Difference –
important in wining tenders?
This is an important issue to canvass in the tender – you really need to
demonstrate that you have managed and delivered on contracts that are
similar to the tender being offered – you have managed contracts of the
same volume, same value at least – as grant writers we want to show that
this tender for our clients is very standard, very normal and something they
deal with most days/weeks of the year. If the assessment panel is left
wondering if you have the capacity, ability to handle the tender then your
tender response is prone to fail. So yes experience is important but not the
only point of difference.

8. Tender Writing – Point of Difference –
important in wining tenders?
Price –
Yes price again is important – you don’t have to be the cheapest but
generally you have to be competitive and in the ball park. With our great
grant writers as long as our client is in the ball park price wise – we believe
our documents will get the client over the line.

9. Tender Writing – Point of Difference –
important in wining tenders?
Innovation –
This is an important issue. What innovation can we highlight – ie innovative
products, service delivery, technology etc. You don’t have to rely on
technical innovation – innovation can be anything – as long as it is different
to the competition.

10. Tender Writing – Point of Difference –
important in wining tenders?
Value adding –
Again an important way to differentiate our client from the competition.
What value adding can we offer in the tender writing process? What can
we highlight that our client will offer that is above and beyond the
requirements of the tender?

11. Tender Writing – Point of Difference –
important in wining tenders?
 These are just a few of our key strategies. Point of difference is
important – so what sets your organisation apart from the competition.
 Our tender writing successes show that we must be doing something
pretty damn good in the tender writing process.

12. Tender Writing – Point of Difference –
important in wining tenders?
 Contact us at Red Tape Busters - http://www.redtapebusters.com
should you require more information about this article or if you require
specialist grant or tender writing experience to help your organisation
or business win grant funding or achieve successes with tenders.

13. Tender Writing – Point of Difference –
important in wining tenders?
We are specialists in providing the following services:-
 Lobbying;
 Tender Writing;
 Grant Writing;
 Resumes/Job Applications;
 Organisational/Business Development.

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Some considerations before applying

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WARNER QLD 4500
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