How to Write a Winning Tender Proposal

Writing tender proposals that win contracts is both an art and a science. Many qualified businesses lose not because they cannot do the work, but because their proposals fail to communicate capabilities effectively.

What Evaluators Want

1. Compliance - Did you follow instructions?
2. Understanding - Do you get what we need?
3. Capability - Can you actually deliver?
4. Value - Is the price fair?
5. Risk - What could go wrong?

The Winning Structure

1. Cover Letter

• Reference number and title
• Your understanding of the requirement
• Why you are the best choice
• Contact details

2. Executive Summary

• Summary of your solution
• Key differentiators
• Relevant experience

3. Company Profile

• History and background
• Core capabilities
• Key achievements

4. Methodology

• Phases of work
• Activities and deliverables
• Timeline and milestones

5. Team

• Key personnel with CVs
• Qualifications and experience

6. Experience and References

• Similar projects completed
• Client contacts

7. Pricing

• Follow the tender template exactly
• Include all components

Writing Tips

1. Answer exactly what is asked
2. Use their language and terminology
3. Quantify everything
4. Focus on benefits, not features
5. Address risks proactively
6. Make it easy to evaluate

Common Mistakes

• Not following instructions (automatic disqualification)
• Generic copy-paste proposals
• Overclaiming capabilities
• Poor presentation and errors
• Last-minute submissions

Search open tenders | Set up alerts