5 Tender Mistakes That Are Overlooked and How to Avoid Them

2. Tenders are nothing new, and while businesses might have a firm handle on the obvious dos and don'ts of tender writing, there are other, less obvious factors that can be overlooked. Sometimes, tenders speak their own language and follow their own formulaic system that requires you, the tender writer, to communicate in a certain way and highlight specific points. Here are the top five mistakes that are often overlooked when tender writing—and how to avoid them.

3. Mistake 1: Using Passive, Not Active, Voice When preparing a tender response, it’s important to connect with the reader reviewing your submission and the company they represent. If you use a passive voice, the formality and subtlety of what you're conveying can get lost. They may miss your key achievements, whereas using an active voice tends to emphasise action and impact. The tender process is about selling your success, and a passive voice may not help the reader retain the information you want them to.

4. Mistake 2: Don’t Make it All About You As a tender writer you want to attract attention by focusing on your prospect. Begin as many paragraphs as possible with their name, and use ‘you’ and ‘your’ to personalise your tender. Do some prior research into their company and weave relevant information into your responses to show you understand what they’re looking for—and that you can deliver it.

5. Mistake 3: Missing the Chance to Remind Them of Past Success If you've worked with this client before, remind them of past successes, your capabilities, and the value you’ve delivered. Don’t assume they’ll remember everything you’ve done. Use the opportunity to reinforce the credibility and trust you’ve built, along with the benefits of continuing the relationship. Having worked with them previously also demonstrates that you can undertake the job, ensuring a seamless transition and continued improvement.

6. Mistake 4: Cross-Referencing Other Questions You might think it’s efficient to say, “Refer to our answer in Question 5,” but this can disrupt the evaluation process. Tender responses are often reviewed by different team members, and your reader might not have access to your full submission at once. Instead, rephrase and repurpose the content so that each answer stands strong on its own. Even if you're repeating ideas, tailor your language to match each specific question. Use bullet points, charts, or examples to keep things fresh and relevant.

7. Mistake 5: Not Preparing in Advance Preparation is one of the most important steps when tender writing. While bids are often not overly complex, they can be time-consuming and require a lot of information gathering. With tight deadlines, you want to be prepared well in advance, with all the necessary documentation on hand—some of which can take time to develop. You’ll also benefit from tracking submission dates, researching the procurement organisation, and gathering key documents early to stay organised and ahead of the curve.

8. Conclusion Tender writing is more than ticking boxes—it’s about presenting your business as the bestpossible choice. By avoiding these often-overlooked mistakes, you can position yourself as a tender writer Melbourne, Sydney, and Brisbane businesses rely on to deliver quality submissions—every time.

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