Closed or invitation only tenders, bids and proposals

June 18, 2019 | Posted in: Win 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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Understanding buyer perspectives in professional services

March 5, 2018 | Posted in: Win Tenders Bids Proposals

While each consumer of expert professional services has a unique set of preferences driving their buying behaviour, various groups or “clusters” of consumers share common characteristics. To forecast likely buying behaviour (and tailor your tender, bid or proposal pitch accordingly) consider these factors. Organisation type and size Public sector, large corporates, private companies, small business, […]

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Why second place can be better than first

April 20, 2016 | Posted in: Grow your business

Back in 1962, car hire company Avis was struggling. They had only 11% market share, and hadn’t turned a profit in 13 years. Under the direction of new CEO Robert Townsend, the company launched their famous campaign theme of being number two in the market, with the slogan “We try harder”, drawing positive attention to […]

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5 more tender trends for the 2020s

5 more tender trends for the 2020s

As the first year of the 2020s approaches its conclusion against the backdrop of the COVID-19 pandemic; JMA has pinpointed 5 more tender trends your business should not only be aware of, but be ready for. TENDER TRENDS #1: SUBMITTING & THEN ‘PITCHING’ YOUR BID ON THE SAME DAY JMA recently supported a client in […]