Studies conducted over many years to establish why bids and proposals fail have provided these gems: the bid was illegible, the bid was poorly written or amateurish and the bidder failed to follow instructions. Other reasons given were lack of capacity to deliver, limited track record & experience, unsuitability for the job, and unaffordability, which prompt the question: what went wrong?  

 

You didn’t follow the instructions

Sound’s obvious but it happens. Bids fail for administrative reasons which can be prevented. They are submitted late, they are grammatically poor and have spelling mistakes and are too wordy. Where the customer specifies a certain document structure and layout, there is a reason: it is so that bids can be compared quickly. Do not be creative here.   

 

Maybe you misunderstood what the bid was asking or you left out answers to key questions. If you are not clear, ask for clarification. Most companies publish all bidders’ questions and answers to show fairness. Study the questions and the answers, you may gain insights into what the client is really looking for. If essential information or attachments are missing from your submission, your quality control process may be defective.  

 

Your solution did not solve their problem

Is it possible that you cannot deliver what's required in the time allowed and that came through in your offer? If you cannot supply the full requirements, your bid may be side-lined. If you have inadequate experience and skills, and challenges or deficiencies in equipment or location, maybe you should have decided not to bid. Only submit tenders for services that you are able to demonstrate that you can deliver.  

 

Your presentation did not “wow” them

What makes your business stand out from others is its distinct personality. The client wants to know how you will add value to his business. Pick a theme and build it into your proposal.  It should be clear and consistent in both content and presentation, based upon either your special capabilities or your competitors' weaknesses. Use the many tools available to improve the bid visually. Sloppily presented or rushed proposals give a bad impression of your company which can be lasting.  

 

Your price was not competitive or was over their budget

Price is not everything but the offer must provide value for money. Don't assume the company offering the cheapest price will win the tender. Evaluation criteria include technical capability, quality of product or service, maintenance and support and other factors. Price usually accounts for less than 50% of the decision. If your solution is unaffordable for the client, you will be overlooked.  

 

Finally, if you follow the basic housekeeping rules, read the instructions carefully, pick a strong theme and make your business look attractive to the customer, you should have a great chance of winning your next bid or tender. Go for it.