And the winner is…Environmental scanning
And the winner is… ‘Sid-an-eeeeeeeeeeeeeeeeeeeeeee!’ Juan Antonio Samaranch annoucing Sydney’s winning bid for the 2000 Summer Olympics. The exhilaration from winning a tender, bid or proposal is hard to beat and the benefits are many! But what about lost bids, tenders and proposals? An infamous proposal failure was Australia’s lost bid for the 2022 Soccer […]
Continue ReadingTender 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 […]
Continue ReadingSize of the prize: how to dimension tender, bid and proposal opportunities
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 […]
Continue ReadingWin more clients with a better tender strategy in 2015
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 […]
Continue ReadingWhen to walk away from a tender “opportunity”
In the last 20 years, formal procurement has crept into just about everything large organisations purchase, from the simple and commoditised (stationery) right through to the complex and intangible (professional services). It’s a system that providers are stuck with for now, especially when it comes large consumers of professional services (government, banks, insurers, listed companies […]
Continue ReadingPre-proposal due diligence
Those who’ve done it know well that while tenders, bids, and competitive proposals are great ways to win work, it’s easy to squander precious time and money on bids with limited prospects of success. Here’s a simple framework for pre-proposal due diligence which our consultants find helpful in guiding professional service firm clients to correct […]
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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. […]
