Tender Writing | How to Write a Tender and Best Practices

What is a Tender and how to write a Winning Tender using Tendering Best Practices for your next RFP or ITT.

Jasper Cooper

September 28, 2023


Tender writing is a critical skill for businesses and organizations seeking to secure contracts and projects. It is the process of creating comprehensive and persuasive documents, known as tender proposals or bid proposals, with the primary objective of winning contracts, projects, or business opportunities. These contracts can range from government projects and public-sector contracts to private-sector collaborations.

What is the Purpose and Objective of a Tender?

The primary purpose of tender writing is to respond to requests for proposals (RFPs) or invitations to tender (ITTs) issued by potential clients, including government agencies, corporations, or organizations seeking external vendors or service providers.

The main objective is to convince the client that your organisation is the best-suited and most qualified to meet their needs and requirements. In essence, it's about persuading the client to choose your proposal over those submitted by competitors.

Tender writing is not just a skill; it's an art that can open doors to lucrative contracts, funding, and business opportunities. Whether you're new to tendering or a seasoned professional, understanding the format, questions, and intricacies of tender responses is essential. In this article, we'll delve into the world of tender writing, exploring the critical components of a winning tender response, the role of bid writing and proposal writing, and the secrets to success. Discover how a tender writing course can be your key to mastering this art and how tender consultants can elevate your proposition to new heights.

Basics of Tender Writing

Tendering involves responding to invitations to submit proposals or bids for projects, contracts, or grants. The format and questions involved in a tender response can vary, but the fundamentals remain consistent. It's about presenting your services, qualifications, and approach compellingly to win tenders.

The Key to Winning Tenders: A Persuasive Tender Response

A winning tender response is more than just answering questions; it's about persuasion. To stand out, your response must address the client's questions comprehensively while convincing them that your services are the best fit. Skilled tender writers know the secrets to persuasive writing, weaving compelling narratives and highlighting strengths to create a compelling proposition.

A well-organized proposal showcases your services, qualifications, and pricing clearly, making it easier for clients to evaluate your submissions.

What are the best practices when writing a tender?

I have had my fair share of experiences when it comes to writing tenders. It is a meticulous process that requires attention to detail, strategic thinking, and a strong understanding of the customer's needs. Through my personal experiences, I have learned a few best practices that I believe can greatly enhance the quality and effectiveness of your tender writing.

Analyse the Tender

First and foremost, it is crucial to understand the requirements outlined in the tender document thoroughly. Take the time to carefully read and analyze each section, ensuring that you have a clear understanding of what the customer is looking for. This will help you tailor your response to address their specific pain points and requirements.

Design a Differentiated Value Proposition

Once you have a solid grasp of the requirements, developing a strong value proposition is essential. Highlight your products and services unique features and benefits that align with the customer's needs. Clearly articulate how your solution will solve their problems and add value to their business. Use real-life examples and case studies to demonstrate their effectiveness in the real world.

Collect Testimonials & Case Studies

In addition to a strong value proposition, showcasing your company's expertise and track record is important. Provide evidence of successful projects and satisfied clients to build trust and credibility. This can be in the form of testimonials, certifications, or case studies. Demonstrating your track record of delivering high-quality solutions makes you more likely to stand out from the competition.

Optimise for Readability

Another best practice is ensuring your response is well-structured and easy to read. Use clear headings, bullet points, and concise language to make navigating and understanding your response easier for the reader. Avoid using technical jargon or overly complex language that may confuse or alienate the reader. Instead, use plain language and explain any technical terms or concepts clearly and concisely.

Explain the Price

When it comes to pricing, developing a competitive pricing strategy that balances your profitability with the client's expectations is important. Be transparent in your cost breakdown and clearly explain the value that the client will receive in return for their investment. This will help build trust and demonstrate that you have considered their budget and financial constraints.

Please Proofread your Tender

Lastly, always proofread your tender before submitting it. Typos or grammatical errors can make your response appear unprofessional and may give the impression that you lack attention to detail. Take the time to carefully review your tender for any errors and make sure that it is well-written and error-free.

The Secrets of Successful Tendering

Understanding the Client's Needs: To write a winning tender response, you must first understand the client's requirements and objectives. Tailor your proposal to address their unique needs.

  1. Quality Over Quantity: Focus on quality, not just quantity. Concisely and clearly answer the questions posed, avoiding unnecessary jargon.

  2. Proof of Capability: Back your claims with evidence. Use case studies, references, and certifications to demonstrate your qualifications and experience.

  3. Pricing Strategy: Develop a competitive pricing strategy that balances your profitability with client expectations. Ensure transparency in your cost breakdown.

The Role of a Tender Writing Course

If you're looking to sharpen your tender writing skills, consider enrolling in a course. These courses provide valuable insights into tender response format, questions, and techniques. Attending a tender writing workshop can also be beneficial, offering hands-on experience and practical skills development. Expert consultants guide you through the nuances of persuasive writing and help you refine your approach.

Funding and Grant Writing

Tendering isn't limited to contracts; it extends to grant opportunities. Skilled tender writers often find success in grant writing, securing funding for various projects and initiatives. Understanding the format and questions posed in grant applications is essential for success in this area.

Tender Writing consultants

Tender consultants are invaluable partners in your tendering journey. They bring extensive experience and insights to the table, helping you craft winning tender responses. Collaborating with tender consultants enhances your chances of success and can be a game-changer in competitive tendering scenarios.


Mastering the art of tender writing requires a deep understanding of the format, questions, and the power of persuasion. Skilled tender writers have secrets up their sleeves that can turn a mere response into a winning proposition. Enrolling in a t course and partnering with tender consultants can elevate your tendering game, opening doors to new contracts, funding, and business opportunities. So, dive into the world of tendering with confidence, armed with the knowledge and skills to succeed.

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