Bids and proposals

Q: 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.

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

Featured

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The no. 1 bid-writing skill

Want to give your bids the winning edge? Use theme statements

Fundamentals

The essential guide to PQQs (or SQs) in bid writing

Writing for fundraising

How to write a compelling needs statement for a grant proposal

Advanced

How to boost your bid win rate by ghosting your competitors

Public sector bids

A guide to social value and how to respond to social value questions in tenders

Bid process

Bid management: a step-by-step guide

Fundamentals

Five things to remember when writing your first bid

All bids and proposals insights

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Five ways to create a winning proposal under pressure using AI

How to create strong tender responses with subject matter experts

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Asking tender clarification questions: a best practice guide [with examples]

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How to create and manage a better bid library

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

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

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. Learn more about creating and managing an effective bid library here.

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.