BD tips and insights

How to manage a bid remotely – Part 5 – a centralised bid content library

It’s the dream of many a bid team – a single repository of bid content that is up to date, quick to access and ready to go at your fingertips.  Really when it comes to helpful tools for winning bids it’s the ultimate –  access to a comprehensive bid content library that is. Remote or […]

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How to manage a bid remotely – Part 4 – effective bid file and document management

Some organisations were already well equipped prior to COVID-19 to have their entire workforce work remotely with full access to all their usual systems. For many others however, it’s a brave new world, with a steep learning curve along with technology teething problems. These problems can become especially apparent when it comes to managing a […]

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How to manage a bid remotely – Part 3 – managing key bid decisions

In Part 1 of this series we discussed the importance of focussed and consistent communication with your remote bid team – setting agendas, regular meetings and consistent tools or channels. In Part 2 we covered-off managing less formal interactions and the importance of keeping up remote bid team morale. Now, in Part 3 of How […]

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How to manage a bid remotely – Part 2 – keeping up remote bid team morale

In Part 1 of How to manage a bid remotely we discussed the importance of setting clear and consistent communication protocols to drive effective bid collaboration. However, in these uncertain times it’s a very good idea to look beyond ‘formal’ bid communication and take time to regularly check-in on your remote bid team’s welfare. While […]

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How to manage a bid remotely – Part 1 – effective collaboration at a distance

In the wake of the ‘new normal’ COVID-19 has brought we are all learning new techniques and trialling different approaches to managing tenders, bids and proposals. Many bid teams who would normally work alongside each other have had to drastically adjust as the old onsite collaboration model has (for now) been turned on its head. […]

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Supporting our clients, team and community during unparalleled times

The world is in the midst of an unprecedented health crisis, and although there are so many unknowns and people are adjusting to this ever-changing situation, we know that, here at JMA,  in these extraordinary times, we are fully committed to supporting: Our clients One of the benefits of being a small business, is that […]

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Educating is selling

January 30, 2020 | Posted in: Business Development Strategy | Tags: ,

Educating may be the pinnacle of selling. Educating the world at large, your target market, referral sources, clients, and prospective clients about why they need what you can expertly do for them is the highest and purest form of marketing. An education approach really helps with need recognition. If your market doesn’t know it has […]

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More tips on nailing the sale – doing your best in pitch meetings and during shortlisting interviews

No matter how clever a professional or a ‘natural’ you are or how beautifully presented your tender or bid was, you’ll put in a  far better performance  –  at a pitch, prospective client meeting, shortlisting interview or beauty parade, or whatever  –  with a little preparation. Maybe you’re great on your feet, maybe you enjoy […]

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Best practice referrals for professional services firms

Over the years JMA’s research has shown the most successful and profitable professional services firms benefit hugely from referrals (both from individuals external to their firm, and from internal referrals or cross-selling that occurs in-firm). In our latest study 70% of respondents rated their referral relationships or networks as “highly effective” and the number one […]

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Is this tender, bid or proposal rigged?

It’s widely known that public sector procurement rules generally have certain dollar thresholds where a need to ‘approach the market’ and obtain at least three bids will kick in. It might be for services or projects valued at over $80,000; or for even lower amounts (especially for local government bids). Given the obligation of public […]

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How to manage a bid remotely – Part 1 – effective collaboration at a distance

How to manage a bid remotely – Part 1 – effective collaboration at a distance

In the wake of the ‘new normal’ COVID-19 has brought we are all learning new techniques and trialling different approaches to managing tenders, bids and proposals. Many bid teams who would normally work alongside each other have had to drastically adjust as the old onsite collaboration model has (for now) been turned on its head. […]