Tenders Bids Proposals archive

What do you really know about your competition?

In contracting and mature professional services markets, it’s more important than ever to know how your firm stacks up against the competition. This applies generally to firms, but it is also really important in competitive tender, bid and proposal situations. Even basic information about your competitors can be a powerful tool for your decision-making – […]

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By Alice Vuong

Tender planning: don’t hit go before you’re ready and set

Does this tender planning scenario sound familiar? Excitement builds the first couple of days after an RFT release; there are even attempts to draft responses, but then professional work takes priority and the tender project quickly loses momentum. By the time someone reinvigorates the project, the deadline is looming and the task is even more […]

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By Lilla Smee

How to make your proposal client focussed

March 23, 2016 | Posted in: Tenders Bids Proposals | Tags:

Professional services bids, tenders and proposals are tough (and getting tougher), not least of all because you are up against many other firms, each of which has experts as qualified as yours, who have practised for as long as yours have, and who deliver the same expert services for the same type of clients as […]

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Breaking bad bid habits

February 24, 2016 | Posted in: Tenders Bids Proposals | Tags: ,

Time and again, I see professional services clients falling victim to bad bid habits. Abraham Lincoln allegedly said (but actually didn’t): “Give me six hours to chop down a tree, and I will spend the first four sharpening the axe.” Proper planning, organisation, shared accountability, and a sense of urgency is a must if you […]

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Will your tender end up in the “too long; didn’t read” pile?

December 9, 2015 | Posted in: Tenders Bids Proposals | Tags:

Will evaluators react to your tender, bid or proposal with TL;DR (too long; didn’t read)? In competitive bid processes, evaluators usually have scores of submissions to wade through.  Requests increasingly insist on brevity in responses, often setting word or page limits and other restrictive formats. Your tender responses are not the place for long and […]

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GET SMART: create an effective client service plan with your next tender

Whether you want to win a new account or grow and retain an existing client, tender preparation is an opportunity to map out how your firm can (and will) deliver first-rate service. In the flurry to submit tenders, bids, or proposals many professional services firms miss the chance to create an effective client service plan. […]

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By Lilla Smee

How firm policies can give you a competitive edge

If your professional services firm wants to win work with government, insurer, banking, telecommunications, or large corporate clients, it’s increasingly important to have documented firm policies and procedures in place. Requesting copies of your policies and procedures is becoming very common in RFTs. Tenderers want to gauge risk, as well as assess how efficiently and […]

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Size of the prize: how to dimension tender, bid and proposal opportunities

August 5, 2015 | Posted in: Tenders Bids Proposals | Tags: ,

Many clients come to JMA excited about tender, bid and proposal “opportunities” and wanting help.  It never ceases to amaze me how many are eager to throw everything into a bid without first establishing the value of potential revenues – that is, the size of the prize. This is often true, even when they are […]

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Winning government tenders – 5 factors you must address

If your firm has decided to pursue public sector clients as part of your business development strategy, you’ll need to understand and address some common concerns in order to win government tenders. All levels of government (Commonwealth, state, and local) have overriding interests and concerns about appointment of their external professional advisors and service providers, […]

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Nail the sale – doing your best in tender shortlisting interviews

June 10, 2015 | Posted in: Tenders Bids Proposals | Tags: ,

If your bid or proposal documents have done the job, you may find yourself with the happy problem of having to prepare for a tender shortlisting interview. Also known as “beauty parades”, such interviews are de rigueur in many procurement processes – competitive or otherwise. What’s really going on in tender shortlisting interviews? Areas of […]

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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 […]