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Improve your tender win rate

What you can do to win more tenders

International studies¹ show that to win more of their tenders, companies should:

Spend up to 65% of their effort in engaging the client before the tender emerges
Align their whole organisation around leading practice tendering processes and skills
Focus on customer needs and perceptions from the very outset and continue this into the proposal
Address the customer issues that are not typically expressed in the tender document (perceptions, organisational issues, buyer needs etc.)

However, the reality is that many companies are “buying the business” to win, have a low tender win rate because they bid for too many opportunities that they cannot win, and have a reactive and disjointed approach to tenders

If the above describes your company, it could be a wise investment to engage one of the specialist training and consulting services available to help firms win more tenders and proposals.

Shipley NZ for example, helps large corporate businesses and Small-Medium Enterprises (SMEs) by providing:

Consulting services that:
- Develop a cohesive pre-tender capture strategy, to test who the decision makers are and what they really care about
- Maximise your customer’s recognition of your unique capabilities
- Craft a compelling proposal that is supported by independent proof
- Assess, develop and/or refine bid processes
- Offers you access to the leading tender resources in NZ

Training to teach you the best bid winning skills, including:
- Capturing Business – clearly understanding your opportunities
- Winning Proposal Strategies – tracking what matters to your client and how you can use this to win
- Winning Executive Summaries – creating maximum impact with the most read section of your proposal
- Writing Proposals – winning business by writing in a compelling way
- Winning Tenders as an SME – specific skills for small business to win big tenders

To discuss any aspect of how to win more tenders, you can contact the team at Shipley NZ on 04 462 4057 or go to www.shipleywins.co.nz.

Shipley NZ is just one option from many out there. I’d suggest that before you engage assistance you check out a consultancy’s credentials first. For example, Shipley NZ boasts an 82 percent win rate on pre-tender engagements on bids worth over $31Bn in the Asia-Pacific region in the last three years.