History and all that: determining your best evidence for winning tenders, bids, and proposals
In the world of tenders, bids, and proposals, the difference between winning and losing often hinges on the strength of your evidence.
As a history graduate, my studies honed my critical thinking skills, especially as to what makes for strong and convincing evidence - principles that apply equally well to business development as they do to academic inquiry.
Whether you're building a case for the court or constructing a compelling proposal, the evidence you present must be credible, well-organised, and relevant.
Just as historians rely on primary, secondary, and tertiary sources to build their narratives, so too should your proposals.
In this blog, I explore how these categories of evidence can be applied to your bid development strategy.
Primary sources: the gold standard ★★★★★
In historical research, primary sources are the most valued because they provide direct or firsthand evidence of an event, such as diaries, letters, or official documents.
In your proposals, the equivalent of primary sources could be:
Client testimonials and references: These are your ‘eyewitness accounts’, providing firsthand perspectives of your firm's impact. Just as oral histories capture the voices of those who experienced events, client testimonials and references offer real-world validation or ‘social proof’ of your claims, making them the gold standard of evidence.
Project deliverables and performance metrics: Providing concrete data, KPIs or statistics from completed projects or periods of service delivery - for delivery timelines, cost savings, or efficiency improvements - serves as irrefutable proof of your firm's capabilities. This is akin to historians relying on original documents to build their narratives.
Case studies and project highlights: These offer detailed examples of your firm’s successful outcomes, demonstrating how you’ve solved similar challenges for other clients. Like primary sources in history, these real-world examples provide a direct link between your firm's experience and the client’s needs. Selling the result, not just the process.
Specialist accreditations and advanced qualifications: Accreditations from recognised bodies, such as the Law Society of NSW Specialist Accreditation program, or advanced degrees from reputable institutions, serve as strong primary evidence. These qualifications are direct endorsements of your team's expertise and capabilities, enhancing the credibility of your proposals.
Secondary sources: supporting and clarifying ★★★★☆
Secondary sources in history interpret and analyse primary sources, such as scholarly articles or biographies. For tenders and proposals, secondary evidence might include:
Analyst reports and industry reviews: These provide an expert perspective on how your firm is performing in the market and can help clarify your unique selling points. While they are one step removed from direct evidence, they help support and strengthen the primary evidence you present.
Legal and other professional directory rankings: Inclusion in professional league tables or ranking directories such as IP Stars, Chambers & Partners or the Legal500 serves as a secondary endorsement of your firm’s expertise and standing in the industry.
Industry awards and recognitions: Awards and accolades that your firm or professionals have received are strong secondary evidence. They highlight your achievements and position your firm as a leader in the field, akin to historians referencing well-regarded secondary sources to validate their interpretations.
Tertiary sources: supporting context and analysis ★★★☆☆
Tertiary sources in history synthesise information from primary and secondary sources, such as encyclopaedias or textbooks. For your proposals, tertiary evidence might include:
Positive media or media mentions: Coverage in reputable media outlets that reflects well on your firm, demonstrating external validation and reinforcing your firm's reputation within the industry.
Market research reports: These provide a broad industry analysis that positions your firm within the wider market context. For example, a report detailing the growth of a particular sector could support your firm’s strategic direction.
Competitor analysis: Offering insights into how your firm compares to others can help highlight your unique selling points or create FUD (fear, uncertainty, doubt) about your competitors. Used selectively in a bid this type of analysis, especially if conducted by a third party, is similar to a historian using a textbook to provide background information.
Strategic plans and brand or vision statements: These documents outline your firm’s future direction and how it aligns with the client’s needs, providing context and supporting your overall proposal narrative.
By incorporating these different types of sources or evidence into your proposals, you not only build a compelling case but also demonstrate a thorough and credible approach. Just as a historian carefully selects and presents evidence to build a convincing argument, your strategic use of primary, secondary, and tertiary sources—along with the human element of oral histories—can be the key to winning that next tender or bid.
Want to make history with your next bid?
At Bidtique, we help you uncover and present the strongest evidence, turning your tenders and proposals into winning narratives. Just as historians rely on credible sources to craft compelling stories, we’re here to ensure your submissions are built on solid foundations that stand the test of time.
Get in touch to create your next success story; and in the meantime, happy bidding!