The 5 steps
Filter : decide in 30 minutes whether to bid
Above all: don't bid on everything.
Most construction firms waste time on tenders they could not win. The first step is a structured go/no-go, done in 30 minutes max, on objective criteria.
- •Size fit: does the contract match our capacity?
- •Technical fit: do we have the references and certifications?
- •Geographic fit: are distance and mobilisation acceptable?
- •Likely competition: how many bidders and which ones?
- •Workload: do we have time to produce a quality proposal?
Analyse : extract the requirements from the tender package
Read the tender package like a buyer, not a bidder.
Analysing the tender package is the most profitable step. Every requirement in the specs, every criterion in the rules, every detail in the drawings becomes a line in a response matrix. Nothing should be missed.
- •Full reading of the rules: criteria, weightings, format, deadlines.
- •Extraction of the specs requirements as a checklist.
- •Reconciliation between text and drawings (volumes, surfaces, equipment).
- •Identification of blockers and questions to ask.
- •Mapping of risks and watch points.
Structure: build the plan before writing
A well-structured proposal is half written.
Before the first line is written, build the detailed proposal plan, following the order of the tender rules sub-criteria. Each section gets a goal, an owner, and a target page count (proportional to the criterion's weighting). The plan is validated by the bid manager and the sales lead before writing starts.
- •Detailed plan following the exact order of the tender rules.
- •Goal, owner and target length per section (pages proportional to weighting).
- •Identify reusable content (library) vs project-specific (to write).
- •Short brief to each writer: stakes, sources, tone.
- •Plan validation by the bid lead and sales before writing.
Write: capitalise, personalise, lay out
We don't write: we assemble, personalise and stage.
Actual writing is only 30% of the total time in a controlled process. The internal library provides 60 to 70% of the content (company presentation, certifications, standard work methods, generic HSE approach). The writer focuses on what is project-specific: project understanding, methodology, schedule, named team. Layout matters too: an evaluator typically reads 30 proposals on the same tender, make their job easier.
- •Up-to-date internal library: company sheets, projects, CVs, procedures.
- •AI-assisted first version (Breek).
- •Systematic personalisation: names, locations, constraints, team.
- •Insertion of recent, comparable references (3 to 5 projects).
- •Measurable HSE and environmental commitments.
- •Polished layout: paginated TOC, clear hierarchy, callouts, diagrams, photos.
Review and submit: pass the buyer's filter
A cross-review is worth 10 points on the final score.
Too often skipped: a cross-review by someone who did not write, ideally a site manager who will execute the contract, using a grid mirroring the tender rules. This catches inconsistencies, omissions, copy-paste and unsustainable commitments. Then comes finalisation: PDF/A conversion, file size check, electronic signature if required, and submission 24 hours before the deadline to handle technical surprises.
- •Review grid mirroring the rules sub-criteria.
- •Review by an operational (site manager).
- •Cross-check price / schedule / methodology consistency.
- •Detect residual copy-paste (old project names).
- •PDF/A conversion, file size check, electronic signature if required.
- •Submit 24 h before deadline, keep receipt.
Summary: the 5 steps at a glance
| Step | Goal | Target time |
|---|---|---|
| 1. Filter | Go/no-go decision | 30 min |
| 2. Analyse | Extract requirements | 0.5 – 1 day |
| 3. Structure | Build the plan | 0.5 day |
| 4. Write | Assemble + personalise | 1 – 2 days |
| 5. Review | Buyer's filter | 0.5 day |
Frequently asked questions
Roll out the Breek method in your team
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