Saving trees is not enough

I was reminded of how important it is to be specific about the value you are offering a prospective purchaser in a bid or tender submission when I checked into a hotel recently.
Usually hotels have a standard sign in the bathroom asking people to hang-up towels they will use again to help save the planet. I've often been a bit cynical about such messages because I suspect their concern is more about saving money; however in this case the sign boldly stated that "5 towels = 1 tree". It expressed the benefit in measurable terms which is something many claims made in submissions fail to do. So next time you are writing make sure you have plenty of "5 towels = 1 tree" statements to give evaluators evidence that can be measured.

Treat your subcontractors as partners

I have many subcontractors complaining that they are frustrated with the tendering process because main contractors use it to screw down prices.
While price is always an important element, in many cases a subcontractor (who is an expert in his field) can help you win the main contract by sharing their skill with you. I've been in a situation where a subcontractor shared with me a different (and superior) way of installing curbing on an athletic track that we then recommended and it helped us to win the tender.
A win-win situation like that will always turn out better than a win-lose one.