May 2024

How well do you know your client

3 minutes

Have you ever thought about what makes your tender stand out?
Sure, you've got the facts and figures down, but do you really know the person on the other side of that submission? Let's dig into why knowing your client is essential for nailing that winning tender.
Before you read on, let’s try an exercise - jot down three things you know about your current prospect that goes beyond the basics.
Now, are you ready to find out how well you truly understand your clients?
1. The importance of strategy in tendering

Imagine you’re setting off on a treasure hunt. Would you start without a map? Of course not!
Similarly, a strategic approach in tendering acts as your map. This isn’t about blindly following paths; it's about creating a route that aligns perfectly with your client's goals and dreams.
Did you know that 71% of successful tenders are won not just through fulfilling requirements but by actually resonating with the client's strategic goals?
So, how well does your strategy reflect the real needs and ambitions of your clients?

2. Research and client insights

Jumping head first into research might seem like a chore, but think of it as gathering secret intel in a detective case. What makes your client tick? What challenges keep them up at night? Uncovering these gems allows you to tailor your tender in ways that speak directly to their core.
Quick tip: Use tools like LinkedIn and company blogs to gather fresh insights about your client's recent achievements and ongoing challenges.

3. Solving the client’s problems

Here’s a fun fact: Clients love solutions, not just services. When you pinpoint and address their specific challenges, you’re not just bidding; you're providing peace of mind. How does your tender soothe their biggest headaches? Let’s talk about turning your understanding of their problems into your most persuasive selling point.
Solve their problems before they know they have them, and you'll be a partner, not just a provider.

4. Understanding visual and submission preferences

Think about the last presentation that really wowed you. Was it the content, the design, or a bit of both? Knowing your client’s aesthetic preferences and how they like to receive information can make your tender pop! Are they fans of sleek, modern visuals, or do they prefer something more traditional? Digital delivery or a beautifully bound proposal? Matching your style to their preferences can be the cherry on top of your persuasive pitch.
Ask yourself: Do you know if your client has a preferred format for receiving tenders? Digital, print, or even interactive web-based proposals can set you apart.

5. Customising content and presentation

Customising your tender is like writing a personal letter; it should feel like it’s been made just for them. From the tone of your text to the details in your diagrams, every element should shout, "This was made for you!"

6. Continuous engagement and feedback

The conversation shouldn’t end when you submit your tender. Staying engaged means you’re not just looking for a one-time win—you’re building a relationship. How often are you checking in, gathering feedback, and offering insights that keep you at the forefront of their minds?
Plan a follow-up strategy that includes a scheduled call to discuss the tender submission and potential next steps, regardless of the outcome. Knowing your client is the key to your tender’s success. It's about more than understanding what they do; it's about grasping who they are and what they value.

As you look over your current strategies, ask yourself: How can deeper insights elevate my approach and make my tenders impossible to overlook?

Feeling inspired to deepen your client knowledge and sharpen your tender strategies? Reach out to us at NU Creative. Let's make tenders that don’t just participate but dominate.

You might also like...



We share regular tips and insights designed to help you rise above your competition.