Closed or invitation only tenders, bids and proposals

June 18, 2019 | Posted in: Tenders Bids 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 […]

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Standing out from the crowd

November 11, 2015 | Posted in: Business Development Strategy

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 […]

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By Guest Blogger

Can a full service law firm survive in a digital age?

March 4, 2015 | Posted in: Business Development Strategy

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 […]

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Just another undifferentiated fish in the sea: What you don’t want your firm to be!

November 19, 2014 | Posted in: Business Development Strategy

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 […]

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Position your firm or die!

October 8, 2014 | Posted in: Business Development Strategy

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.

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By Linda Julian

How to develop perceived advantage over competitors

November 13, 2013 | Posted in: Business Development Strategy

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

And the winner is…Environmental scanning

And the winner is…Environmental scanning

And the winner is… ‘Sid-an-eeeeeeeeeeeeeeeeeeeeeee!’ Juan Antonio Samaranch annoucing Sydney’s winning bid for the 2000 Summer Olympics. The exhilaration from winning a tender, bid or proposal is hard to beat and the benefits are many! But what about lost bids, tenders and proposals? An infamous proposal failure was Australia’s lost bid for the 2022 Soccer […]