tcuk2010 writing bids
DESCRIPTION
Presentation given at TCUK 2010 entitled "Writing Bids" (PowerPoint 2003 version). Presentation written by Alison Reeves (Aims and Objectives) and delivered by Alison Peck (Clearly Stated).TRANSCRIPT
Bid WritingWhy you need a slightly different set of
writing skills
Many bid writers make 4 mistakes
1. They go for bids they can’t win2. They don’t consider what interests the
reader3. Their bids are bland, generic and boring4. Their bids are poorly structured and badly
written
Mistake 1Going for bids you can’t win
Mistake 2Not considering the readers’ interests
Does this look familiar?
ContentsExecutive summary 3Our company history 26What we think you need 39Our specialties and resources 56Appendix 1: Our customer service 78Appendix 2: Our network 88Appendix 3: Our annual accounts 2009 101
Does this look familiar?
ContentsExecutive summary 3Our company history 26What we think you need 39Our specialties and resources 56Appendix 1: Our customer service 78Appendix 2: Our network 88Appendix 3: Our annual accounts 2009 101
What some bid writers think interest the reader
1. Forelock tugging. ‘We are delighted to be able to respond to your invitation to tender....’ or ‘We are pleased to announce...’
2. Telling the client what they already know. ‘As a Finance Director you need to cut costs and deliver shareholder value...’ or ‘Recent years have witnessed an increase in the use of Lean process improvement...’
3. The bidding company’s history. ‘We were founded in 1915 and have grown organically since then...’ or ‘We have completely redesigned our website...’
What are the readers interested in?
• Themselves• Themselves• Themselves
Mistake 3Bland, generic & boring
Dry as toast?
Or full of snap crackle and pop?
Benefits rather than features
Product features vs benefits
What can you do to tailor your bid?
Mistake 4Poorly structured & badly written
Structure, layout and writing let many bid documents down
Prescriptive or free format bid?
Recommended structure
1. Executive summary2. Our understanding of your problem3. How we propose to address your problem4. Your proposed team structure & rationale5. Profiles of your key team members/CVs6. Why we are the right supplier for you7. Suggested next steps
Check your readability
Which would you rather read?
Common writing problems
• Management-speak, buzzwords, MBA-itis• Marketing fluff• Waffle, flannel, wind
Management speak
Thinking outside the
boxBleeding edge
Customer Facing
Leverage our core
competency
Total solution Scalable Off siteGet on the same page
Touch base Face time Out of the box Challenging
Drilling downKeep me in
the loopPushing the
envelopeA big ask
Re-engineerPick the low-hanging fruit
Ball park figure
Quality driven
Insufficient bandwidth
Off the scaleCan we park
this?Synergy
Marketing fluffOur firm is uniquely qualified to deliver world class results. We offer best-of breed Products and customer-focused service to produce seamless solutions. Our commitment to partnering with our customers produces innovative yet user-friendly applications that produce bottom-line results.
Our firm has successfully installed advanced imaging systems in more than 500 financial institutions in North America — more than any other firm in the industry. We offer the latest technology, including digital scanning, and back our systems with a one year, unconditional guarantee and a service department available 24 hours a day, 7 days a week. As a result, by choosing us, you achieve three important outcomes:•You are in full compliance with all Federal and state regulations.•You eliminate more than 70% of the paper routinely generated in the course of business.•Your total operational cost goes down, with reduced information storage.
Marketing fluffOur firm is uniquely qualified to deliver world class results. We offer best-of breed Products and customer-focused service to produce seamless solutions. Our commitment to partnering with our customers produces innovative yet user-friendly applications that produce bottom-line results.
Our firm has successfully installed advanced imaging systems in more than 500 financial institutions in North America — more than any other firm in the industry. We offer the latest technology, including digital scanning, and back our systems with a one year, unconditional guarantee and a service department available 24 hours a day, 7 days a week. As a result, by choosing us, you achieve three important outcomes:•You are in full compliance with all Federal and state regulations.•You eliminate more than 70% of the paper routinely generated in the course of business.•Your total operational cost goes down, with reduced information storage.
Stand out from the crowd
Dress for success