FaceTime, or the power of real life meetings in a digital world
In a way, we’re all more visible than ever, emailing, linking-in, twittering and googling away the day. It’s tempting to get busy with that and think we’re “doing” relationship building. As a fellow consultant recently told us of senior decision makers: “Face time. They all want face time.” And she wasn’t talking about Apple’s FaceTime […]
Continue ReadingPosition your firm or die!
Just like those panel beaters who “specialise” in ALL makes and ALL models, the generalist service provider will struggle, particularly as technology and off-shoring continue to commoditise and consolidate previously profitable areas.
Continue ReadingMagical business development?
We often receive enquiries from firms looking for short cuts and quick fixes to business development issues and prosperity problems. Many contact us when things are already dire – perhaps they’ve lost a big client due to an unsuccessful tender, or because there’s been a monumental service slip up. Many are looking for a magic […]
Continue ReadingPlaying the long game to get on the list for invitation only tenders
We’re often asked how firms can get on the list for “by invitation only” tenders. If the tender request is already out, sometimes a cheeky approach direct to the procurement powers can work. Sometimes. Usually it doesn’t. So how can you and your firm make it on to the radar of these large consumers of […]
Continue ReadingAlternative tenders – show clients what they want
Use alternative tenders as a competitive edge. In formal bid and tender processes, responses are often constrained by word limits, irrelevant questions, meaningless measures and procurement’s lack of imagination. So, how can you get a jump on your competitors and not only win, or retain work with a major client, but also end up with […]
Continue ReadingWhen to walk away from a tender “opportunity”
In the last 20 years, formal procurement has crept into just about everything large organisations purchase, from the simple and commoditised (stationery) right through to the complex and intangible (professional services). It’s a system that providers are stuck with for now, especially when it comes large consumers of professional services (government, banks, insurers, listed companies […]
Continue ReadingExhibits A through Z: essential evidence for your tenders and proposals
Our experience with clients, from lawyers through to not-for-profits, is that when it comes to tenders, bids and proposals winners are separated from losers by strong, evidence-based submissions. Resonant stories packed with specifics are what sell. Those compelling and credible stories are based on evidence. If your business depends on winning new work or retaining […]
Continue ReadingThe year ahead: new realities and legal market trends of 2014
As 2014 gets underway, the legal profession is continuing to feel the bite of rapidly changing business models, practices and processes that are dictating the success or failure of firms. Here are some of our observations on trends set to impact the legal market in 2014 …
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Feature article
Tender readability – tips to improve your tender presentation and some tender presentation no-nos
Tender readability remains a problem for some in the 21st century. I still see submission documents that cling to a handful of really old hat tender presentation and formatting techniques. I suspect this is because some of these ‘rules’ are viewed as being more appropriate to a ‘formal’ style of document such as a tender. […]
