How to interview subject matter experts (SMEs) at tender time

July 11, 2018 | Posted in: Tenders Bids Proposals, Uncategorized

SMEs – that’s ‘subject matter experts’ (rather than ‘small-to-medium enterprises’) – can be great to work with (as can small-to-medium enterprises!) on a tender. However, sometimes in the heat of a deadline SME input to a tender can become lost in translation (or worse left out). We’ve talked before about how specifics sell, and that’s […]

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By Alice Vuong

Case studies: the ‘so what?’ test

April 23, 2014 | Posted in: Tenders Bids Proposals

Case studies have become a common way for firms to evidence their expertise in tenders, capabilities documents, directories, blog posts and on their websites. But before you launch into writing up your next case study, pause for a moment and think about how you can make it a compelling and stand-out case for your audience. […]

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By Linda Julian

Case studies – using them to improve your tender or proposal

February 6, 2013 | Posted in: Tenders Bids Proposals

Well-devised case studies in tenders or proposals can be compelling. Case studies, in this context, mean write-ups (in a journalistic or “article” style) of individual cases or circumstances which demonstrate: your distinctive expertise your understanding of the client’s industry and business challenges your appreciation of the special requirements, preferences, and culture of your prospective client […]

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Feature article

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 […]