3. Don’t make the buyer search for your answer elsewhere in the tender document

Don’t provide part of an answer in the relevant Method Statement then hide away another part of the answer in another MS, or perhaps in an appendix. The buyer likes to go by what’s put in front of them in a particular answer. If they wanted a general essay about your company they’d supply you with a blank sheet of paper and say, “Off you go”!

Remember that the buyer has to mark each question on its merits according to pre-determined scoring criteria as stated in the tender. If they love your answer for MS question 7, you will get 5 out of 5 for question 7. If it’s only part of an answer (because you’ve put the rest of the answer in, say, MS 10 and they don’t spot it) you may only get 3 out of 5. They find it difficult, and frustrating, to give you full credit if they have to flit from one bit to another in an attempt to pull together an answer on your behalf. Do it for them – it is your document and your responsibility. The worst case scenario is that they don’t notice, or merely discount as irrelevant, the bit of an answer wrongly put in MS10.

I cannot repeat myself enough – make it easy for them; it’s your tender after all, not the buyer’s to re-compose on your behalf. They are also likely to take the view that a company who cannot express themselves and answer discrete questions is not one they want to do business with – and you could be marked down for it, or even disqualified.

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