Understanding scoring levels is one of the most overlooked aspects of bid writing. Many organisations consistently achieve “Good” scores. Fewer understand how to move into “Excellent.” The difference is not always obvious—but it is consistent. What “Good” looks like A “Good” response typically:
- Answers the question
- Provides some relevant detail
- Includes limited evidence It demonstrates capability. But it often leaves questions unanswered. For example: We will deliver the service in line with the requirements and ensure quality standards are met. This is acceptable. But it is not compelling. What “Excellent” looks like An “Excellent” response goes further. It:
- Fully addresses all elements of the question
- Provides strong, relevant evidence
- Demonstrates clear understanding of the client
- Introduces added value For example: We will deliver the service through [method], supported by [resource], achieving [measurable outcome]. This approach has delivered [result] on comparable contracts, and will further improve [client-specific objective]. This response:
- Is specific
- Is evidence-led
- Is aligned to the client It reduces doubt. The role of evidence Evidence is often the deciding factor. Two organisations may describe similar approaches. The one that proves it:
- Scores higher
- Builds confidence
- Reduces perceived risk Strong evidence includes:
- Quantified outcomes
- Relevant case studies
- Demonstrated results Without this, responses rely on assertion. Understanding client priorities “Excellent” responses are not just well written. They are aligned. This means:
- Reflecting the client’s objectives
- Addressing their risks
- Demonstrating understanding For example: If a client prioritises sustainability, a response that integrates measurable environmental outcomes will score higher than one that treats it as a secondary point. Added value This is where many responses plateau. They meet requirements—but do not go beyond them. Added value should:
- Be relevant
- Be deliverable
- Be beneficial to the client For example: Introducing improved reporting, faster response times, or efficiency savings. Not generic statements, but tangible enhancements. Clarity and structure Even strong content can lose marks if it is poorly presented. “Excellent” responses are:
- Easy to read
- Clearly structured
- Logically organised Evaluators should be able to:
- Identify key points quickly
- Follow the response easily
- Score confidently The step from “Good” to “Excellent” is not about writing more. It is about writing better. More relevant. More specific. More evidence-led. We’ll benchmark your responses against scoring criteria—get in touch.
