Successful Tender Writing
Successful Tender Writing is about demystifying the complexity of the tender process. By explaining procurement jargon in simple terms and providing tender response examples, it encourages small business operators to approach tendering with confidence, so as to show their capabilities to competitive advantage.
There is a lucrative government market for supply of goods and services that is accessible only through the process of tendering for that supply. Preparing a plausible and ultimately winning tender bid requires special expertise that does not exist organically in most organisations.
Small business operators are subject matter experts in their chosen field. They know their core business inside and out. They can talk all day about what they do and what sets them apart from their competitors. What they can't always do is present this information in a compelling and persuasive tender submission.
Although the information in this book focuses on Australian Government procurement, it will also have wider application for state, territory and local government tendering as well as grant and other funding submissions. These processes all have the same common theme - they are competitive and they are about responding to evaluation criteria.
The purpose of Successful Tender Writing is to empower small business operators to actively pursue tendering as a means of growing their business.
Chapter 2. Historical context
Chapter 3. Where to look� Sourcing tenders and business opportunities
Chapter 4. The Australian Government procurement process
Chapter 5. Mandatory procurement rules
Chapter 6. Understanding the tender jargon
Chapter 7. Legislation that impacts on tendering
Chapter 8. The Go/ No Go evaluation
Chapter 9. Relationship building
Chapter 10. Developing quality systems
Chapter 11. Managing risk
Chapter 12. Compliance requirements
Chapter 13. Prequalification
Chapter 14. Writing the Tender Submission
Chapter 15. Tender winning tips
Chapter 16. Grant writing
Chapter 17. What is the tender evaluation team looking for?
Chapter 18. Pricing
Chapter 19. The debrief
Chapter 20. Understanding the contract
Appendix� Sample responses
Glossary of Terms
Useful website and resources