The Government Electronic Tender Service (GETS) offers a wealth of opportunities. But to secure those contracts, you need to craft RFP responses that not only stand out but also score highly against the RFP’s evaluation matrix. It is about ticking all the boxes and, at the same time, showcasing your unique value and suitability. Here is how to create proposals that get you noticed and win you contracts:

1.  Understand the Game: 

Before you even 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 in the RFP is unclear, do not hesitate to ask questions through GETS. RFP writers do not always communicate their requirements clearly. Clarification questions show you are engaged and proactive. And, strategically, they will make you memorable when the client comes to score your proposal, demonstrating a keen attention to detail and a genuine interest in delivering exactly what they need.  

Word of warning: Ensure your questions are clear, polite, and professional. It is surprisingly common for respondents to create a negative first impression with RFP scorers by submitting poorly phrased inquiries. 

3.  Tailor Your Response: 

Do not use a generic template. Every RFP is unique. Show the RFP panel you have read and understood their needs by directly addressing their requirements. Use their language, refer to their specific challenges, and demonstrate how your solution is a perfect fit. And importantly, weave the client’s values into your response, showing how your organisation aligns with and supports them. 

4.  Showcase Your Expertise: 

This is your chance to shine. Do not just list your services; tell a story. Provide concrete examples of how you have solved similar problems. Use case studies, testimonials, and data to back up your claims. Show, don’t just tell. 

5.  Focus on Value, Not Just Price: 

While price is important, it shouldn’t be your only selling point. Focus on the value you bring. Highlight the quality of your services, your commitment to customer satisfaction, and the long-term benefits of choosing your solution. 

Insider tip: Most RFPs will clearly indicate in their scoring criteria how they will weigh price against other requirements such as quality, experience, service specifications, etc. Take these weighting indications seriously. The RFP panel will use a strict scoring matrix to evaluate your proposal and those of your competitors. Understanding and addressing these weighting factors is key to maximising your score. 

6.  Structure Your Response Clearly and Follow the Format: 

Make it easy for the evaluators to find the information they need. Use clear headings, bullet points, and concise language. A well-structured response demonstrates professionalism and attention to detail.  

Most GETS RFPs will specify a format. Follow it meticulously. Failing to do so can lead to your proposal being disqualified outright.  

For two-envelope submissions, ensure information is placed in the correct envelope. Mixing up envelopes creates unnecessary work for the client, which they will remember during scoring. 

Insider tip: RFPs are typically scored section by section and often question by individual question. Ensure you answer each question, even if the information is covered elsewhere in your response. If in doubt, repeat key information to guarantee the RFP panel has something tangible to score. Remember, RFP writers sometimes struggle with clarity. It is your responsibility to provide comprehensive responses to each question, enabling the scoring panel to award you maximum points.  

7.  Emphasise Innovation, Sustainability and your ‘SME’-ness: 

Increasingly, government procurers value innovation and sustainability. If your SME has innovative approaches or sustainable practices, be sure to highlight these in your response. 

Embrace your SME size as a strategic advantage. Unlike those big bidders, you’re nimble, responsive, and deeply invested in local success. Do not assume knowledge; tell your unique story. 

8.  Finally…Proofread, Proofread, Proofread: 

Typos and grammatical errors can kill your credibility. Get multiple people to review your response before submitting. Or, if you do not have the time or the people on hand, cut and paste your response into an AI (e.g., Chat GPT, Gemini) and ask it to do a proofread for you. A fresh pair of eyes, whether human or AI, can catch mistakes you might have 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.