And the winner is…Environmental scanning

January 14, 2019 | Posted in: 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: 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: 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: 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: 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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Lost proposals…was your price really too high?

November 1, 2017 | Posted in: Tenders Bids Proposals

For many prospective clients, the fastest and easiest way to tell you that they’re not proceeding with your proposal, tender or bid is to say “sorry  –  the price is too high”.   Sometimes this is the entire story. Other times, it is simply a quick way to avoid saying what’s really the problem  –  […]

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Using firm governance and management to gain competitive (and other) advantages

November 2, 2016 | Posted in: Tenders Bids Proposals

When leading and large clients determine their professional service relationships, one factor influencing their decision is how well prospective service providers fit with their own values, culture, and aspirations. Evidence of strong governance and responsible management goes a long way to demonstrating this fit and becomes especially important in competitive bids, tender and proposal processes with […]

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By Alice Vuong

Tender planning: don’t hit go before you’re ready and set

April 6, 2016 | Posted in: Tenders Bids Proposals

Does this tender planning scenario sound familiar? Excitement builds the first couple of days after an RFT release; there are even attempts to draft responses, but then professional work takes priority and the tender project quickly loses momentum. By the time someone reinvigorates the project, the deadline is looming and the task is even more […]

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Breaking bad bid habits

February 24, 2016 | Posted in: Tenders Bids Proposals

Time and again, I see professional services clients falling victim to bad bid habits. Abraham Lincoln allegedly said (but actually didn’t): “Give me six hours to chop down a tree, and I will spend the first four sharpening the axe.” Proper planning, organisation, shared accountability, and a sense of urgency is a must if you […]

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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 […]