Tenders Bids Proposals archive

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

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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Four (more) simple tender writing tips for success

January 15, 2018 | Posted in: Tenders Bids Proposals | Tags: ,

Following on from our popular blog on Three simple tender writing tips for success here are four more to keep in mind: #1 Don’t be indecisive Make early, clear-cut decisions on the scope of your bid – this may include choosing areas or categories you will bid for, as well as nominating team members. Late […]

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Same-same, but different – Best practice for recycling boilerplate tender, bid & proposal content

I once had a client say he wanted to do ‘fresh writing’ for the entirety of content in every single tender, bid and proposal response. That’s right…every time…every bid…100% written from scratch. Unsurprisingly the ‘fresh writing’ diktat put considerable extra pressure on his already frazzled team and didn’t help his firm’s win rate. When it […]

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Lost proposals…was your price really too high?

For many prospective clients, the fastest and easiest way to tell you that they’re not proceeding with your proposal, tender or bid is to say “sorry  –  the price is too high”.   Sometimes this is the entire story. Other times, it is simply a quick way to avoid saying what’s really the problem  –  […]

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Your favourite blog posts of 2016

It’s a wrap for the JMA BD insights and tips blog for 2016, but before we slide into holiday mode, we wanted to take a look back at our readers’ favourite posts of 2016. These are the top five – have you read them yet? #1 Pricing lessons from a Big Six pricing specialist Our […]

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Winning tenders, bids and proposals: what matters most?

November 16, 2016 | Posted in: Tenders Bids Proposals | Tags:

Clients often ask me what will help them write a winning tender, bid or proposal. Look through the following list of proposal or tender attributes (or key pieces) and pick the three you think will have the most impact on whether you win (or not): content accuracy clarity of writing completeness conciseness persuasive language addressing […]

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Using firm governance and management to gain competitive (and other) advantages

When leading and large clients determine their professional service relationships, one factor influencing their decision is how well prospective service providers fit with their own values, culture, and aspirations. Evidence of strong governance and responsible management goes a long way to demonstrating this fit and becomes especially important in competitive bids, tender and proposal processes with […]

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Closed or invitation only tenders, bids and proposals

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 […]