Bids and proposals

Articles and resources from bid specialists to help you plan, write and manage winning bids and proposals

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Quick questions

Useful resources

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Bid writing essentials

Mini CVs and pen portraits for management consultants

Express your value

How to write an effective elevator pitch – and use it in your business [with examples]

Bid writing essentials

The ‘Four Ps’ of proposal writing

Writing for fundraising

How to write a compelling needs statement for a grant proposal

Grant-writing strategy

Why grant proposals are rejected (and what to do if yours is)

Writing for fundraising

Goals, objectives, outcomes and more: navigating the language of grant proposals

Set up for success

How to create and manage a better bid library

All articles

Business proposals: start where the reader is

Tender responses 101: win themes and USPs

Five things to remember when writing your first bid

Put yourself in pole position to win the biggest deals using thought leadership

Nine ways to win more work with your bids

Executive summaries for bids and proposals: a Q&A

What is ego depletion and why every bid writer needs to know

Is your bid presentation pushing prospects into the cold?

Bid management: a step-by-step guide

Quick questions

For those answers that don’t need a full article

What's the purpose of issuing a pre-qualification questionnaire (PQQ) in procurement?

The pre-qualification questionnaire (or PQQ) comes out before the tender, and potential suppliers complete it. Its main purpose is to help the buyer identify any would-be suppliers who don’t fit the basic requirements of the contract. Those suppliers then wouldn’t go on to submit a tender, so both the supplier and buyer save time and money they’d otherwise waste. The PQQ has now essentially been replaced by the standard selection questionnaire (SQ). The terms are still sometimes used interchangeably. You can learn more about PQQs/SQs here.

What is a bid library?

A bid library is an archived resource of responses and supporting material from previous tenders. You can use the material for reference as you write new tender responses or reuse sections of copy for subject areas common to most tenders.

How long should a grant proposal be?

This falls into the ‘How long is a piece of string?’ category of questions. There is no one answer here, but often you’ll be told how long your grant proposal should be by the potential funder. If there’s no guidance on length, essentially your proposal should be (only) long enough to succinctly make your case and provide the necessary information. Aim to be as succinct as possible, and be careful not to pad with waffle or anything that doesn’t further your case.

Isn't starting with the client's position in a bid or proposal telling them what they already know?

Ah, you’ve heard about the Four Ps structure! To answer your question: yes, absolutely. And that’s good. At that initial stage, what you’re trying to do is to get them nodding – and to see that you’ve been listening and have understood exactly what it is they want to fix or change. Once you’ve done that, you’re in the strongest position to tell them why your solution will solve the problem they have or create the result they want.