Win Tenders Bids Proposals archive

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

August 5, 2015 | Posted in: Win 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: Win 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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Winning government clients: key tender issues and trends

Australian government at any level is an attractive client for professional services firms. Commonwealth, State and Local Government agencies and departments are increasingly astute buyers, so to be successful in winning government clients, you need to be aware of key issues and trends which reflect the power, accountability, and cultural set of the public sector. […]

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Rock, scissors, paper – the power of three tender reviews

April 15, 2015 | Posted in: Win Tenders Bids Proposals | Tags:

Deadline-driven tenders, proposals and pitches are not usually ideal environments for producing high quality writing. Many firms are flat out getting together a first draft for hand-in time and the chance to review and revise tender responses can be rare. In my experience, best practice means at least three tender reviews and drafts are necessary […]

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Three simple tender writing tips for success

When a client asks how I can help them with a tender, my brain instantly flips through the hundreds of things you need to do (and do well) to write a winning bid. Where do you start? Ultimately, each situation is unique, but there are three key things for tender writing success you need to […]

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When is a tender not a tender? When it’s a “competitive evaluation process”

February 20, 2015 | Posted in: Win Tenders Bids Proposals | Tags: ,

With the recent political kerfuffle around Defence Minister Kevin Andrews’ “competitive evaluation process” to procure new submarines, I thought it was a good time to review the different types of professional services tenders. According to Andrews, “Tender has a very specific meaning. We have to evaluate a whole range of issues … I’m not going […]

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Win more clients with a better tender strategy in 2015

February 11, 2015 | Posted in: Win Tenders Bids Proposals | Tags: ,

With the four big Australian banks due to call for legal services tenders this year, several insurance tenders long overdue and the Victorian Whole of Government Tender for legal services imminent, not to mention Defence Minister Kevin Andrews “competitive evaluation  process” (not a tender) afoot, there’s certainly lots on for 2015. Here are some of […]

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Playing the long game to get on the list for invitation only tenders

August 13, 2014 | Posted in: Win Tenders Bids Proposals | Tags:

We’re often asked how firms can get on the list for “by invitation only” tenders. If the tender request is already out, sometimes a cheeky approach direct to the procurement powers can work. Sometimes. Usually it doesn’t. So how can you and your firm make it on to the radar of these large consumers of […]

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Alternative tenders – show clients what they want

July 30, 2014 | Posted in: Win Tenders Bids Proposals | Tags:

Use alternative tenders as a competitive edge. In formal bid and tender processes, responses are often constrained by word limits, irrelevant questions, meaningless measures and procurement’s lack of imagination. So, how can you get a jump on your competitors and not only win, or retain work with a major client, but also end up with […]

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Tender writing tips – Nothing is so complex that it cannot be explained simply

Tender writing tips – Nothing is so complex that it cannot be explained simply

Remember, nothing is so complex that it cannot be explained simply Albert Einstein was spot-on when he said “nothing is so complex that it cannot be explained simply”. Tenders, bids, proposals, and informal pitches for business are not times to show how clever and capable you are by using legalese (I’m looking at you lawyers), […]