Ask The Expert

Hi Sam

Curious to hear your views on the impact of AI in bidding, and how this can be harnessed in bid strategy, writing and contract delivery.

Thanks!

Hi Christopher

I am creating a concise presentation for senior management demonstrating that isolating a bid manager/lead from the costing process (or any part of the team) is linked to a lower win rate due to the long list of problems it creates.

I can explain in words that the BM needs to ensure compliance, e.g. are we pricing what has been asked? Are we using the correct format and breakdown? Is there any obvious cloak-and-dagger pricing that will be perceived negatively?

I can also explain the practical difficulties it poses the BM, e.g. costs given to a BM in a lump sum do not define labour hours as an independent item; therefore, BM cannot write a programme and methodology. Also, if BM does not understand the costed solution, BM cannot competently engage with the client about target dates for PC etc. BM needs to be able to competently answer clarification requests post-award; the list goes on and on.

If I submit a commentary, it will be viewed as my opinion. Are there any in-depth studies, publications, APMP Shipley best practices on inclusion in leadership in bid teams?

Plenty of info is available on the importance of good collaboration, information sharing, teamwork, etc, from APMP and APM. But I need to be more specific to cost isolation. Graphics, charts, data, proof!

My Presentation is on Monday, so I need some help!

I really appreciate any help you can provide.

Regards,
Alex Wells
Bid Manager

Hi, Holger –

Firstly, thanks for taking the time to be part of this service!

I am a 47-year-old freelance content writer and journalist with significant construction expertise who is moving into the bid space.

I do have a lot to offer since I know a good deal about building projects (including writing tonnes of award applications). At the same time, there’s lots to learn about this new area.

I already have one client on retainer and am gaining some experience there but it’s a small operation.

In the meantime, I am connecting with bid managers at UK construction firms but I am not quite sure what to ask for or offer as I gain more experience and target a full-time position…

Freelance interviewing/writing/editing skills to support their bids;
The same for free in exchange for gaining experience in the process, or;
A work experience placement in to.

Could I walk into a job as a bid writer or would it have to be a trainee bid writer or a take a role as bid co-ordinator and get promoted?

Thanks again for your time and support and if I can help or support you in any way, please let me know.

Best wishes

Michael Willoughby

Hi Izane

I’m doing some research on behalf of my company regarding ‘what is a good win’ rate; we currently have 51%, up from around 30% a couple of years ago.

Do you know of a UK average win rate? Or – better still – an average across the transport/ logistics industry?

Thanks!

Hi Lorraine,

Do you have any advice or tips for how to start writing a tender response, I find that the hardest part of bid writing is just getting started! I usually create headers based on the structure of the question, but then…. blank screen panic!

Many thanks!

Jon,

I use your Proposal Essentials book on a daily basis and absolutely love it.

One of the guidelines is using the customer’s name/You/Your etc on the left-hand side of the page – if I’m doing this, I sometimes end up using passive language though, which is generally a no-no.

How do you use active language while keeping the customer as the focal point of the sentence/paragraph please (without reverting to phrases like ‘You’ll benefit from…’, ‘You’ll receive…’ etc?

Thank you!