eTips 2007
Tenders without tears |
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Generally, eTips on the subject of tenders and proposals focus on the strategic issues.
This eTip is directed to tactical consideration involved in getting a successful bid out the door, with a minimum of stress, tension, drama, and tears. |
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Power in your presentations |
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Research has shown that presentations which audiences regard as "powerful" have these three key ingredients: |
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Insure client relationships by institutionalising them |
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"Risk happy" is the only way to describe the many law firms and other professional service providers who allow - and even encourage - a single lawyer or professional to "own" the relationship with a key client. |
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Waving polite goodbyes |
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Often, we spend so much time at winning work that we don't take time to think about whether we have clients who should be waved a "polite goodbye". |
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Sinking sponsorship |
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Sponsorships can be a veritable ‘money pit’ for the unwary. They can also be an extremely valuable tactic as part of your marketing and business development arsenal. |
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Is this a client I really want ? |
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Every so often, take stock of your client base and work out whether it's still right for you and your firm. |
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Award winners |
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A marketing strategy often overlooked by professional practices is participation in industry based awards. |
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Getting the price right |
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Run through this checklist before you price your next big proposal. |
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Environmental scanning |
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The difference between a winning proposal or tender - and a loser - frequently comes down to what you know before you write a single word … not what you find out after you’ve written the document ! |
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Negotiating for business |
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Most lawyers and expert professionals value negotiating skills and use these effectively on behalf of their clients. However, negotiating to secure more business for themselves doesn't always get the same attention. |
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Framing, reframing, and naming |
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How we talk about a thing influences how we think about that thing. And, how others think about it, too.
We often fall into old, familiar, and comfortable ways of talking about our services, without taking stock of how the words we use influence how others see and value those same services. |
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Getting more than your fair share of the work |
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Because so many corporate and government clients appoint multiple firms to provide their professional services, winning a place on a formal “panel” is only a preliminary to getting the work you really want.
When multi-provider appointments are informal, it’s even more important to drive work flow in your direction. |
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Effective questioning |
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A valuable business development skill is questioning. |
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Don't flog dead horses |
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Lawyers and expert professionals are supposed to be super smart people, but they sometimes make poor business development decisions and often flog dead horses. |
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Crystallise your strategy |
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Take ten minutes to crystallise your business development strategy - it's important. |
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Set your course for success |
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Make sure you set yourself on a course for successful business development. |
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Radically different from (and better than) the rest |
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These ideas will work - you can use them to make you and your firm radically different from (and better than) many of the alternatives. |
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How to be a hot commodity with your clients, in your firm, and in the marketplace |
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Savvy players understand both the professional and personal benefits of being identified as a “leading light”. They leverage the value that derives from being a truly in-demand and “hot commodity”. |
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Price - one size does not fit all |
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Price sensitivity depends on market conditions:
oversupply
supply/demand in balance
small oversupply
severe shortage. |
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Competitive intelligence |
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You need to know how you and your firm stack up against the competition. Even basic, simple competitive information can be a powerful tool. |
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Reassess your pitching process |
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If you are less than 100% successful in winning business - whether through personal pitch, informal proposal, formal tender, or other open competition - then it may be time to review your approach and process.
Here are some tips to help you re-evaluate. |
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How to be heard |
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To be professionally effective, and achieve what you want, you’ll need to be heard.
Sounds simple ? Definitely. So simple that it’s often overlooked in the rush to get into “real business development” mode. |
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Why clients seek competitive bids |
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There are myriad reasons for clients seeking competitive bids, proposals, or tenders. And not all of the reasons are negative for professional service providers. |
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Specifics sell |
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Vague claims of greatness, history, longevity, size, pre-eminence, full-service, and so on don’t make much sales progress. Prospective clients reading proposals, tenders, or hearing a sales pitch are (mostly) unpersuaded by vague claims like this. Specifics sell. Readers (or listeners) want proof - not just assertions. Give them what they want and need to be persuaded and sold. |
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So you've slipped up big time |
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All of us slip up once in a while. And, unfortunately, sometimes we make a big mistake.
Properly handled, your slip up doesn’t have to damage your client relationship or impede longer term business development. |
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Credibility killers |
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Most of us realise the importance of making a good first impression. However, it is equally important to continue to build a positive impression with your client at every opportunity. |
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Closing proposal gaps |
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For most people writing proposals, making the document truly persuasive is one of the biggest challenges. |
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Eliminate negative messages |
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Are you sending unintended negative messages like these ? |
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Case studies - using them to improve your tender or proposal |
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Well-devised case studies in tenders or proposals can be compelling. |
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Boost office morale |
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Productive employees help create (and keep) a successful business. So what can you do to help boost morale (as well as productivity and dependability) in your office … |
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