Closed or invitation only tenders, bids and proposals
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 […]
Continue ReadingStanding out from the crowd
It’s tough to stand out from your competition and keep great clients plus attract new ones. And it doesn’t help when professionals so often put their marketing communication efforts – and dollars – into making themselves part of the crowd rather than standing out. Does your firm stand out? Our recently released benchmarking research found […]
Continue ReadingCan a full service law firm survive in a digital age?
Our guest blogger is Jim Thompson, digital marketing expert and Director of One Rabbit. Imagine that you are a full service law firm offering the standard gamut of services to a broad spectrum of market segments and industries. You are made up of a number of partners and people who are experts in their particular fields. You […]
Continue ReadingJust another undifferentiated fish in the sea: What you don’t want your firm to be!
In our recent research study into the state of business development and marketing in Australasian law firms, we invited respondents to describe the biggest marketing or business development challenge faced by their firm. Many respondents identified the struggle to positively differentiate from competitors as their biggest challenge. Several respondents elaborated: “we are undifferentiated generalists in […]
Continue ReadingPosition your firm or die!
Just like those panel beaters who “specialise” in ALL makes and ALL models, the generalist service provider will struggle, particularly as technology and off-shoring continue to commoditise and consolidate previously profitable areas.
Continue ReadingHow to develop perceived advantage over competitors
Maybe you’re one of those fortunate professionals who has such a stand out service to offer that it’s clearly technically superior, demonstrably better, and so reported by objective analysts and high-profile “industry authorities”. More likely, the professional services you offer – while better than many – are neck-and-neck with alternatives. If you belong to the […]
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Feature article
Tender readability – tips to improve your tender presentation and some tender presentation no-nos
Tender readability remains a problem for some in the 21st century. I still see submission documents that cling to a handful of really old hat tender presentation and formatting techniques. I suspect this is because some of these ‘rules’ are viewed as being more appropriate to a ‘formal’ style of document such as a tender. […]
