While regular tender responses are key for sustaining the financial success of many of our clients, too many of them struggle to get each response started effectively and so end up in a mad rush at the end.
Evidence of this is recognising that many tender response strategies and solutions are not fully understood and absorbed by a lot of the team members until 70% of the way through the project. This means that each response is not as comprehensive as it should be. The result is that considerable time is required to rework responses that could have been written correctly in the first place. Worse, many inconsistencies and opportunities for effective story-telling are missed.
Part of the reason for this is that too often we focus on the task and not the outcome, i.e. team members are keen to contribute by completing their assigned writing tasks (by putting lots of words on many pages) versus ensuring that the team delivers a concise, compelling and unified solution that will wow the tender issuer and through writing less but saying more.
Further, planning sessions, strategizing meetings and team meetings are often seen as time wasted that could have been put to writing more responses. Complicating this, the submission deadline often seems a long way away and so no real sense of urgency is yet evident across the team.
Part of the solution to these problems is to have a detailed project delivery time plan that allocates reasonable time at the front and uses it effectively through appropriate thinking, planning and strategy sessions. These selectively embrace the full team membership and progressively map and identify how the chosen solution effects each individual response deliverable as part of assuring a full end to end solution.
Rather than race out and start writing, there is further benefit in more thinking by planning the structure of each response’s content, crafting the opening paragraphs of each response’s headings, and having these reviewed for consistency, coverage and alignment before commencing writing. Patience.
This apparent delayed start builds a unified solution across every deliverable while giving the wider team more time to absorb the solution and to understand their areas specific contributions and obligations. This considered approach is an investment. It enhances getting it right the first-time for everyone and so improves quality and reduces re-work at the back-end of the time allocation.
Think, plan, solve, map, write, review.
Like to know more – call Mijo Tenders for some friendly advice.