When it comes to preparing your next tender, bid or proposal to the financial services sector it is a good idea to establish your key “win themes” at the outset. “Win themes” are those key selling arguments and messages that will be repeated, re-spun, and repeated again in several places and in several different ways […]Continue Reading
Co-opetition or ‘competitive collaborations’ are alliances formed between direct and sometimes indirect competitors. The term co-opetition is used by management academics and economists to describe the phenomenon of ‘competing without having to kill the opposition and co-operating without having to ignore self-interest’. You can think of co-opetition as a sort of ‘if you can’t beat […]Continue Reading
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. […]Continue Reading
What activities and approaches should be in your professional services firm’s marketing and business development toolkit for 2016? We’ve created a handy infographic comparing old and new tools. Old ways are not necessarily the wrong way, but there are newer – and often more effective – activities that are worth considering, and which might just prove the […]Continue Reading
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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 […]