How to manage a bid remotely – Part 1 – effective collaboration at a distance

April 27, 2020 | Posted in: Win Tenders Bids Proposals

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. […]

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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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How to run a kick-off meeting for your tender, bid or proposal

May 7, 2019 | Posted in: Win Tenders Bids Proposals

As we have discussed before, the difference between a winning tender, bid or proposal and a loser frequently comes down to what you know before you write a single word … not what you find out after you’ve written the document. An effective way to know more about a client is to gather your team […]

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Why firms keep bidding on losers and what you can do about it

March 13, 2019 | Posted in: Win Tenders Bids Proposals

A crap ‘win rate’ or lack of bidding success is usually a direct result of bidding on too many losers, aka inappropriate ‘opportunities’. Too often, professional services firms are tempted by the potential boost in revenue, and go all out pursuing speculative tender and proposal opportunities. Generally these firms have no consistently applied or objective ‘bid-or-no-bid’ […]

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And the winner is…Environmental scanning

January 14, 2019 | Posted in: Win Tenders Bids Proposals

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 […]

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3 essential win themes for tenders, bids or proposals to the financial services sector

September 27, 2018 | Posted in: Win Tenders Bids Proposals

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 […]

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Leveraging a tender, bid or proposal win – get (more than) your fair share

Because so many corporate and government clients appoint multiple firms to provide their professional services, winning a place on a formal panel is only a preliminary to getting the client work you really want. And when multi-provider appointments are informal, it’s even more important to drive workflow in your direction. Steps to getting more than […]

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Why will a client accept your tender, bid or proposal? More key selling arguments

April 14, 2018 | Posted in: Win Tenders Bids Proposals

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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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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14 tender, bid & proposal trends that are here to stay

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

JMA has prepared a guide to the top 14 professional services tender, bid and proposal trends we have observed emerging in the last couple of years. Some trends are positive, others more challenging and for the most part, for better or worse, these 14 tender, bid & proposal trends are now firmly here to stay. […]

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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 […]