Bids, Tenders and Proposals: Winning Business through Best Practice (Bids, Tenders & Proposals: Winning Business Through Best)

• Is it clear exactly who the client is - the organization itself or one of its departments?

• Is the client a multiple entity or partnership - for example combining public and private sector interests?

• Is the structure of responsibilities on the client's side explained?

• Do you get a coherent picture of the background of the contract and the developments that have led to the present situation?

• Are the client's objectives stated clearly and convincingly?

• Do you sense that the client really knows what it wants from the project?

The way objectives are phrased may be the product of a committee system embracing different viewpoints - ie there may be items that do not properly cohere - but the particular form of words will almost certainly have the endorsement of senior decision makers or directors. Whatever else your bid does, it has to respond to the client's statement of the intended outputs of the contract.