And the winner is…Environmental scanning

January 14, 2019 | Posted in: Win Tenders Bids Proposals

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 […]

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By Alice Vuong

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

April 6, 2016 | Posted in: Win Tenders Bids Proposals

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

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

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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Win more clients with a better tender strategy in 2015

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

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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When to walk away from a tender “opportunity”

June 4, 2014 | Posted in: Win Tenders Bids Proposals

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 […]

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By Linda Julian

Pre-proposal due diligence

March 13, 2013 | Posted in: Win Tenders Bids Proposals

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

If you’re bidding for everything, how can you improve your chances of success?

If you’re bidding for everything, how can you improve your chances of success?

One thing is certain in this post lockdown world: it is highly unlikely that any business will decline the opportunity to respond to an RFP. In fact, with revenues under pressure for most organisations, every RFP will likely be viewed as a genuine ‘opportunity’. This means that even for those businesses with a robust go/no […]