BD tips and insights

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. Keeping […]

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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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Educating is selling

March 3, 2020 | Posted in: Grow your business | 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?

August 15, 2019 | Posted in: Win Tenders Bids Proposals

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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Measuring more of what matters in your professional services firm

July 23, 2019 | Posted in: Grow your business

Too often the “feel good” factors and recency of wins overtake facts when it comes to measuring the success of business development initiatives and financial health of many professional services firms. Properly dimensioning real individual contribution to financial success of any professional services firm requires assessment of more than simply personal fee production. (Measuring personal […]

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Closed or invitation only tenders, bids and proposals

Firstly, what are closed or invitation only tenders, bids and proposals? In addition to the generally well-understood terms ‘tender’, ‘bid’ and ‘proposal’, there are ‘open’ and ‘closed’ processes, and then variations within each that can apply to professional services procurement. Open or public tenders, bids and proposals An open tender is just that, open to […]

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How to run a kick-off meeting for your tender, bid or proposal

As we have discussed before, the difference between a winning tender, bid or proposal 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. An effective way to know more about a client is to gather your team […]

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What is a tender ? Answers to tender questions you were too embarrassed to ask

What 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 […]