Writing Successful GETS RFP Responses: Top Tips for Kiwi SMEs

The Government Electronic Tender Service (GETS) offers a wealth of opportunities. But to secure those contracts, you need RFP responses that not only stand out but also score highly against the RFP's evaluation matrix. It's about ticking all the boxes while showcasing your unique value and suitability.

1. Understand the game

Before you start writing, really understand the RFP. GETS documents can be dense, so take your time. Highlight key requirements, evaluation criteria, and any specific language used. This is not just reading; it is decoding.

2. Don't be afraid to ask questions

If something is unclear, ask questions through GETS. Clarification questions show you are engaged and proactive, and they make you memorable when the client scores your proposal. Word of warning: keep questions clear, polite, and professional. Poorly phrased enquiries create a surprisingly common negative first impression.

3. Tailor your response

Do not use a generic template. Show the panel you understand their needs by addressing their requirements directly. Use their language, refer to their challenges, and weave the client's values into your response.

4. Showcase your expertise

Don't just list your services; tell a story. Provide concrete examples of similar problems you've solved. Use case studies, testimonials, and data. Show, don't just tell.

5. Focus on value, not just price

Highlight quality, your commitment to customer satisfaction, and the long-term benefits of your solution. Insider tip: most RFPs state how price is weighed against quality, experience and specifications. Take these weightings seriously; the panel scores against a strict matrix.

6. Structure clearly and follow the format

Use clear headings, bullet points, and concise language. Follow the specified format meticulously; failing to do so can disqualify you. For two-envelope submissions, put information in the correct envelope.

Insider tip: RFPs are often scored question by question. Answer each question, even if the information is covered elsewhere. If in doubt, repeat key information so the panel has something tangible to score.

7. Emphasise innovation, sustainability and your SME-ness

Government procurers increasingly value innovation and sustainability. Embrace your size as an advantage: you're nimble, responsive, and invested in local success. Tell your unique story.

8. Proofread, proofread, proofread

Typos kill credibility. Get multiple people to review your response, or ask an AI tool to proofread it. A fresh pair of eyes catches what you missed.

Your GETS success strategy

Winning GETS contracts demands strategic responses, not just submissions. Understand the requirements, match your response to the scoring matrix, and showcase your unique value.