BD tips and insights

11 Quick fixes to improve the quality of your tenders, bids and proposals

It’s the night before your tender, bid or proposal hands in and with a sinking feeling you realise it still needs ‘work’. Maybe it needs a lot of work, or just some key finishing touches applied. But without a deadline extension there’s no time to fully recast your responses, alter your document structure, change the […]

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Responding effectively to (unspoken) questions in tenders, bids and proposals

Over the years we’ve read hundreds of requests for tenders and proposals seeking services from professional services firms. Often RFT/Ps can seem cobbled together bastardised versions of older requests that have been edited by committee and end up asking silly, repetitive or irrelevant questions. Most of the time nothing sinister is going on, it is […]

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3 essential win themes for tenders, bids or proposals to the financial services sector

When it comes to preparing your next tender, bid or proposal to the financial services sector it is a good idea to establish your key “win themes” at the outset. “Win themes” are those key selling arguments and messages that will be repeated, re-spun, and repeated again in several places and in several different ways […]

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Co-opetition: if you can’t beat them, should you join them?

Co-opetition or ‘competitive collaborations’ are alliances formed between direct and sometimes indirect competitors. The term co-opetition is used by management academics and economists to describe the phenomenon of ‘competing without having to kill the opposition and co-operating without having to ignore self-interest’. You can think of co-opetition as a sort of ‘if you can’t beat […]

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How to interview subject matter experts (SMEs) at tender time

SMEs – that’s ‘subject matter experts’ (rather than ‘small-to-medium enterprises’) – can be great to work with (as can small-to-medium enterprises!) on a tender. However, sometimes in the heat of a deadline SME input to a tender can become lost in translation (or worse left out). We’ve talked before about how specifics sell, and that’s […]

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Breaking up with a client

Breaking up is hard to do. Especially when you’re considering a break up with a client in the professional services context. Many professionals spend so much time winning or delivering client work that they don’t take time to think about the quality of their service relationships. The arrangement may work for the client, but does […]

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Leveraging a tender, bid or proposal win – get (more than) your fair share

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 client work you really want. And when multi-provider appointments are informal, it’s even more important to drive workflow in your direction. Steps to getting more than […]

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Why will a client accept your tender, bid or proposal? More key selling arguments

When it comes to key selling arguments for your professional services tenders, bids and proposals it can be hard to distil down precisely the benefits you bring and the value you offer. Here some questions and tips to help you strategically work through what it is exactly you are offering clients in your tenders, bids […]

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Understanding buyer perspectives in professional services

While each consumer of expert professional services has a unique set of preferences driving their buying behaviour, various groups or “clusters” of consumers share common characteristics. To forecast likely buying behaviour (and tailor your tender, bid or proposal pitch accordingly) consider these factors. Organisation type and size Public sector, large corporates, private companies, small business, […]

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14 tender, bid & proposal trends that are here to stay in 2018

JMA has prepared a guide to the top 14 professional services tender, bid and proposal trends we have observed emerging in the last couple of years. Some trends are positive, others more challenging and for the most part, for better or worse, these 14 tender, bid & proposal trends are now firmly here to stay. […]

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Responding effectively to (unspoken) questions in tenders, bids and proposals

Responding effectively to (unspoken) questions in tenders, bids and proposals

Over the years we’ve read hundreds of requests for tenders and proposals seeking services from professional services firms. Often RFT/Ps can seem cobbled together bastardised versions of older requests that have been edited by committee and end up asking silly, repetitive or irrelevant questions. Most of the time nothing sinister is going on, it is […]