Understanding client strategies in a bid process

Understanding client strategies is key to developing a winning bid. It proves you’ve done your research and considered how you will support each client in achieving their goals.

Unsure where to start? We’ve created some helpful tips on how to identify client strategies and embed them across your submissions.

Review tender documents: tender documents typically provide insight into the aims and objectives of each tender. The key documents to review include:

• Invitation to tender documents

• Preliminaries

• Employers requirements
  

Research corporate plans: corporate plans are a great way to review client priorities, strategic drivers, challenges experienced and long-term ambitions. Corporate plans are usually available on client websites.

Review vision and values: Looking at the client’s visions and values is an excellent way to understand the client’s personality, ensuring your proposals align with these. Think about ways you can jointly deliver these with the client and put these forward as part of your submission.

Incorporate your findings: Now the hard work is complete, it’s time to incorporate your findings. Storyboard your responses to ensure values, objectives and corporate priorities are evenly distributed.