Bid Writing – Structuring your response

Often, one of the first steps in our engagement with a new client is reviewing a previous tender response they produced, during which we tend to notice some common mistakes and issues. One of the most prevalent issues is how the answers have been structured. This can be due to habit, time constraints, taking content from a previous bid or answering the question in a way they feel is logical. However, this can limit the score an answer achieves as it increases the risk of:

  • Not fully answering the question
  • Missing elements of the evaluation criteria, e.g. exceeding requirements or added value
  • Not including the relevant requirements from the specification
  • Really frustrating the evaluators as the response is more difficult to mark

At Impart, we eradicate these issues by producing Answer Guidance Templates (AGTs) for every scored question. In our AGTs, we break down each question into appropriate subheadings using the customer’s language, and provide guidance on which key words and phrases from the question should be woven into the answer. By doing this, answers mirror the question structure. This not only ensures all elements of the question are answered, in order, but it is much easier for the evaluator to identify where we have answered each part of the question.

We also include the relevant requirements from the specification (if necessary) as well as guidance on how to address the evaluation criteria. By capturing all this information within the AGTs it makes the bidding process much easier for the subject matter experts, who have clear guidance on how to structure their responses, what to include and where to find relevant customer information. This saves our clients time and effort, and ensures their tender responses are as high scoring and compelling as possible, giving them the best possible chance of winning.

If you’d like to know how Impart could support you, please email Ben at ben.major@impart.co.uk or call for a no-obligation chat on 03333 448789.