Educating is selling
Educating may be the pinnacle of selling. Educating the world at large, your target market, referral sources, clients, and prospective clients about why they need what you can expertly do for them is the highest and purest form of marketing. An education approach really helps with need recognition. If your market doesn’t know it has […]
Continue ReadingMore tips on nailing the sale – doing your best in pitch meetings and during shortlisting interviews
No matter how clever a professional or a ‘natural’ you are or how beautifully presented your tender or bid was, you’ll put in a far better performance – at a pitch, prospective client meeting, shortlisting interview or beauty parade, or whatever – with a little preparation. Maybe you’re great on your feet, maybe you enjoy […]
Continue ReadingResponding 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 […]
Continue Reading3 essential win themes for tenders, bids or proposals to the financial services sector
When it comes to preparing your next tender, bid or proposal to the financial services sector it is a good idea to establish your key “win themes” at the outset. “Win themes” are those key selling arguments and messages that will be repeated, re-spun, and repeated again in several places and in several different ways […]
Continue ReadingWhy will a client accept your tender, bid or proposal? More key selling arguments
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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Feature article
How to manage a bid remotely – Part 1 – effective collaboration at a distance
In the wake of the ‘new normal’ COVID-19 has brought we are all learning new techniques and trialling different approaches to managing tenders, bids and proposals. Many bid teams who would normally work alongside each other have had to drastically adjust as the old onsite collaboration model has (for now) been turned on its head. […]
