High success rate

High tender success rate

Madrigal Communications has a high success rate with tender writing and proposal writing. Our consultants have high-level experience of tender writing and bid management in the infrastructure, construction and telecommunications sectors. We have a high rate of success because we provide comprehensive and sophisticated responses to tenders.

HIGH-SUCCESS-RATE

 

Successful tenders

Tenders vary from low value to high value. We help win work at all levels from small contracts to those worth hundreds of million in value (and have experience up to a AUD $ 1 billion) . Low value tenders are more often decided on price rather than value so the quality of the proposal can be secondary to the bottom line.

With high value bids (greater than $10 million) we have a 75% success rate which is significantly higher than the average (approximately 20%). We base our success statistics on getting the tender short-listed. Second and third stages of the bid assessment rely on other factors than the quality of your documented response.

CASE STUDY—Consulting firm to Government

Project description

Preparing a response to a RFT for a consulting firm to a major Government utility. The utility published a request for tender (RFT) to provide a range of professional services to their infrastructure program. The contract value was $10 million a year and was the biggest tender the consulting firm had responded to (total job value $40 million).

Client needs

The client engaged Madrigal Communications to assist with the bid management and to undertake writing and production of the tender response.

Our approach

Madrigal Communications uses a systematic approach to tender responses. In strategically scoping the work with several of the firm’s Principals we first determined the level of compliance with the request and their strengths and weaknesses.

We also determined who their major competitors would be for the job and assessed their strengths and weaknesses. Using this information we developed a competitive strategy and formulated the bid themes.

Madrigal emphasised the client’s reputation for as a market leader in key areas. We also comprehensively listed the credentials of their key personnel and their corporate capabilities in the area where they were likely to be perceived as weak. By developing a value management approach we sought to demonstrate a higher capability of service delivery.

Madrigal also analysed the RFT document and recommended the level of detail required to complete the bid.

We recommended and delivered a higher level of presentation and production than their existing document templates and the use of a more suitable brand image for the bid. We managed the design and oversaw production of the document.

Outcome

We produced a comprehensive tender response with distinctive branding and more appropriate presentation than their existing house style.

The proposal was successful in getting the client to the second round of the assessment, which they went on to win.

CASE STUDY—Internal service provider to Government

Project description

Preparing a response to an RFT for an internal service provider to a major Government electrical utility. The utility published a request for tender (RFT) to the open market for competitive bids to provide the service that was being provided by internal suppliers (blue collar).

A bid response team was assembled to assist the internal team to put together their bid. Madrigal Communications was engaged to undertake
technical writing and advise on the content and documentation.

The contract value was $11 million a year and the internal team had never put together a proposal.

Client needs

The bid team engaged Madrigal Communications to assist with the content assembly, technical writing and production.

Our approach

Madrigal Communications uses a systematic approach to tender responses. We analysed the RFT document and recommended that a high level of detail was required to complete the bid. Compliance with Work Health and Safety (WHS) was a fundamental requirement of the tender response. Madrigal assembled and cross-referenced a comprehensive set of safety policies and procedures to unequivocally show that all compliance requirements were met.

We also formatted the documentation and assembled the electonic form for submission. We also assisted in the costings and resourcing estimates.

Outcome

We produced a comprehensive tender response that was a competitive price and demonstrated compliance with all requirements, especially the extensive work health and safety specifications.

The proposal was successful in winning the internal client the job.