They say first impressions are everything. It takes just a quick glance, maybe three seconds, for someone to evaluate you when you meet for the first time - based on your appearance, your body language, your demeanour and mannerisms. The same can be said when a tender application is first read. It says a lot about you and your business, the way you conduct your business relationships, as well as how much you want to win the tender.

Unfortunately, it is not unusual to see tenders where basic information is missing from the application form and where little care has been taken over the covering letter (you would be surprised how many do not even have one).

In order to be in a position to act quickly and professionally, prospective tenants and contractors should consider putting together a ‘Tender Information Pack’. Individual packs will vary according to the owner’s needs, aspirations and values, but the suggested headings are a good start:

• Who you are?
• Details of your farming enterprise. How much land do you own, rent, contract farm etc. What equipment do you use? How is your workforce made up? Do you need additional machinery to take on the farm?
• What are your farming principles? What is your farming ethos? Do you try to culturally control weeds or rely more on chemicals? Or both?
• Cropping. What are you cropping now? What are you suggesting as part of the tender and why?
• Marketing and purchasing. How can you add value to this part of the operation? What is your unique selling point over and above the other applicants?

The idea is to paint a picture for the landowner and provide a comprehensive information pack outlining your business and expertise. If you have a working document, you are one step ahead of the rest.

Should you be successful with your initial application, it is advisable to make sure you tidy the farm yard before the viewing too. The state of your own farming operation will inevitably affect the way that your tender is viewed.