Executive Summaries should be customised for every tender and should demonstrate deep understanding of the client’s needs. This means showing that you understand better than anyone else the strategic drivers that motivate the tender, and being explicit about how your company will contribute to their goals as an organisation. The objective of is to demonstrate unique insight, something that nobody in the buying organisations or the other competitors will think of.
We recommend that you organise this section as follows:
- Strategic Drivers: show that you have deep insight into the Buyer's motivations in going to tender, and that you understand how their requirements contribute to their broader organisational mission and goals.
- Supplier Approach: provide an overview of how you will assess, manage, and deliver the required services, in the context of the tender award criteria and the insights presented in the previous section.
- Challenges and Opportunities: Acknowledge known issues (e.g. time constraints) and articulate a response that shows you see challenges as opportunities to deliver increased value, minimise risk and ensure business goals are achieved.
- Outcomes: with reference to what you have said in the previous sections, summarise the outcomes the Buyer can expect from your company should you be awarded the tender. You should articulate this in tangible terms, with demonstrable results and measurable performance indicators.
Below is a section-by-section guide you can follow in drafting your own executive summaries based on Understanding of Needs.