Breaking up with a client

Breaking up is hard to do. Especially when you’re considering a break up with a client in the professional services context. Many professionals spend so much time winning or delivering client work that they don’t take time to think about the quality of their service relationships. The arrangement may work for the client, but does […]

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Lost proposals…was your price really too high?

November 1, 2017 | Posted in: Tenders Bids Proposals

For many prospective clients, the fastest and easiest way to tell you that they’re not proceeding with your proposal, tender or bid is to say “sorry  –  the price is too high”.   Sometimes this is the entire story. Other times, it is simply a quick way to avoid saying what’s really the problem  –  […]

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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 […]