Expression of Interest Standing Out in Competitive Bidding
Something I've noticed recently is how expressions of interest (EOIs) often become generic cover letters. Companies copy-paste from past submissions, change the company name, and hope for the best. But in competitive bidding, generic doesn't win—you need to show you understand the opportunity and bring unique value.
A colleague in business development shared their EOI success story. They were bidding for a government contract against 20 competitors. Instead of a standard response, they included specific insights about the agency's challenges and tailored solutions. "We didn't have the lowest price," they said, "but we showed we understood their world. We won."
The problem? EOIs are treated as administrative hurdles instead of strategic positioning.