With over 10 years of industry experience in business and government communications, Entwisle now leads a team of technical writers as a part of his business communications consultancy firm. Specialising in the tendering process and documentation, he shares his advice on persuasive writing.

“The open tendering process usually starts as a level playing field, which means that even if you are a relatively new supplier, you can still compete for high-value contracts. Tender writing as a task is usually undermined, however it is at this crucial point of the tendering process that a professionally written tender response which effectively communicates your businesses capabilities can differentiate your business from the pack.”

When asked how to focus a tender response, Entwisle says, “It is imperative when drafting the document that you understand the requirements of the tender. Writing a tender response without understanding the clients' specifications is like shooting in the dark.”

Headds that companies will try to make life easier for contractors, “Often, the client provides a specific tender template for easier comparison. Unless you are an experienced tender writer, play it safe and stick to the format. “

Explaining why tender responses fail, Entwisle says “It’s not uncommon for an enthusiastic writer to go overboard and create lengthy documents filled with irrelevant details and technical jargon. This is a sure-fire way to lose your readeras they strain to fish for relevant details. It’s important to stick to the point and keep information clear and relevant. In addition, make sure to back up your claims with sufficient evidence, this will always gain points from the evaluator.”

For him, “Tender writing is a skill that can’t always be mastered overnight. With consistent effort and a professional course you can significantly improve your tender writing skills, however it is probably not the most opportune moment to hone your writing skills. To maximise your chances of winning tenders, I would suggest hiring a consultancy firm to do the heavy lifting for you.”

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