Strategic pursuits and the capture management process
While strategic pursuits, capture management, and bid management are all different disciplines, they are aligned to a common purpose – winning opportunities. Each is a critical step on that path, and in order to be in the best position to win each of these steps needs to be aligned and seamless in their handoff to […]
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How to respond to an e-tender – online procurement portal tips
The last decade has seen an increase in the use of online procurement portals or e-procurement systems to manage competitive selection processes (e-Tendering), especially by large consumers of complex services. From an evaluator and procurement perspective e-procurement and e-tenders makes it easier to rank suppliers based on data and dollars. However, there’s usually little facility […]
Continue ReadingWhat is a tender ? Answers to tender questions you were too embarrassed to ask
If you’re new to the world of tenders (or were just curious about the meaning of some common ‘tender’ terms) this is the tender definitions blog for you! What is a ‘tender’? Tender has a few meanings of course (it can mean ‘sensitive’ for instance), but in a commercial context ‘tender’ means preparing and submitting […]
Continue ReadingWhat is an eTender and how do you win one?
While more tendering means more opportunities for businesses, bear in mind that bidding isn’t risk-free. Your business has one chance to get that bid right. Government Agencies use eTendering systems to convey information about tendering opportunities. It’s a simple, efficient system for both Government and bidders, and helps to ensure transparency and fairness. What is […]
Continue ReadingIf you’re bidding for everything, how can you improve your chances of success?
One thing is certain in this post lockdown world: it is highly unlikely that any business will decline the opportunity to respond to an RFP. In fact, with revenues under pressure for most organisations, every RFP will likely be viewed as a genuine ‘opportunity’. This means that even for those businesses with a robust go/no […]
Continue Reading5 more tender trends for the 2020s
As the first year of the 2020s approaches its conclusion against the backdrop of the COVID-19 pandemic; JMA has pinpointed 5 more tender trends your business should not only be aware of, but be ready for. TENDER TRENDS #1: SUBMITTING & THEN ‘PITCHING’ YOUR BID ON THE SAME DAY JMA recently supported a client in […]
Continue ReadingBetter understanding B2B buyers – Part III – The changes in buying methods
Just when sales seemed to be more attuned to changes in customer sentiment, shifts in demand, and the needs of different buying methods, along came the COVID-19 pandemic. As we covered in Parts I and II the ensuing uncertainty has seen customers accelerate their shift to digital engagement, leaving sellers with more channels to cover […]
Continue ReadingBetter understanding B2B buyers – Part II – The shift in B2B buying steps
In Part 1 of this series we looked at the three types of buying motivation with a focus on ‘Fear Buying’ and what this means for sellers. In Part II, we’ll look at the steps buying organisations are starting to employ around decision making and also some key purchasing trends. Lessons learned from businesses who […]
Continue ReadingBetter understanding B2B buyers – Part I – The shift in B2B buyer motivation
While the steps in B2B buying ‘process’ have remained relatively unchanged in the past two decades; the motivations, sophistication and behaviour of buyers has certainly evolved. In 2020 the buying process ‘norm’ sees sellers contending with more influential procurement functions, multiple approval layers, buying ‘boards’, an increase in formal requests for tender, and probably the […]
Continue ReadingFortune 500 CEOs on COVID-19 driven business transformation what it means for B2B sales
How are Fortune 500 companies dealing with the coronavirus pandemic? Although there is still a great deal of economic ‘crystal balling’ going on at present, some fascinating research has just been released by FORTUNE following a survey of FORTUNE 500 CEOs. Some of the more interesting and telling findings include: 52% of CEOs are […]
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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. […]
