Why will a client accept your tender, bid or proposal? More key selling arguments

April 14, 2018 | Posted in: Tenders Bids Proposals

When it comes to key selling arguments for your professional services tenders, bids and proposals it can be hard to distil down precisely the benefits you bring and the value you offer. Here some questions and tips to help you strategically work through what it is exactly you are offering clients in your tenders, bids […]

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Understanding buyer perspectives in professional services

March 5, 2018 | Posted in: Tenders Bids Proposals

While each consumer of expert professional services has a unique set of preferences driving their buying behaviour, various groups or “clusters” of consumers share common characteristics. To forecast likely buying behaviour (and tailor your tender, bid or proposal pitch accordingly) consider these factors. Organisation type and size Public sector, large corporates, private companies, small business, […]

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Responding effectively to (unspoken) questions in tenders, bids and proposals

Responding effectively to (unspoken) questions in tenders, bids and proposals

Over the years we’ve read hundreds of requests for tenders and proposals seeking services from professional services firms. Often RFT/Ps can seem cobbled together bastardised versions of older requests that have been edited by committee and end up asking silly, repetitive or irrelevant questions. Most of the time nothing sinister is going on, it is […]