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, […]

Continue Reading

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. […]

Continue Reading

Lost proposals…was your price really too high?

November 1, 2017 | Posted in: Win 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  –  […]

Continue Reading

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

November 2, 2016 | Posted in: Win 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 […]

Continue Reading
By Alice Vuong

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

April 6, 2016 | Posted in: Win 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 […]

Continue Reading

Breaking bad bid habits

February 24, 2016 | Posted in: Win 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 […]

Continue Reading
By Lilla Smee

How firm policies can give you a competitive edge

August 19, 2015 | Posted in: Win Tenders Bids Proposals

If your professional services firm wants to win work with government, insurer, banking, telecommunications, or large corporate clients, it’s increasingly important to have documented firm policies and procedures in place. Requesting copies of your policies and procedures is becoming very common in RFTs. Tenderers want to gauge risk, as well as assess how efficiently and […]

Continue Reading

Size of the prize: how to dimension tender, bid and proposal opportunities

August 5, 2015 | Posted in: Win Tenders Bids Proposals

Many clients come to JMA excited about tender, bid and proposal “opportunities” and wanting help.  It never ceases to amaze me how many are eager to throw everything into a bid without first establishing the value of potential revenues – that is, the size of the prize. This is often true, even when they are […]

Continue Reading

Winning government tenders – 5 factors you must address

June 30, 2015 | Posted in: Win Tenders Bids Proposals

If your firm has decided to pursue public sector clients as part of your business development strategy, you’ll need to understand and address some common concerns in order to win government tenders. All levels of government (Commonwealth, state, and local) have overriding interests and concerns about appointment of their external professional advisors and service providers, […]

Continue Reading

When is a tender not a tender? When it’s a “competitive evaluation process”

February 20, 2015 | Posted in: Win Tenders Bids Proposals

With the recent political kerfuffle around Defence Minister Kevin Andrews’ “competitive evaluation process” to procure new submarines, I thought it was a good time to review the different types of professional services tenders. According to Andrews, “Tender has a very specific meaning. We have to evaluate a whole range of issues … I’m not going […]

Continue Reading

Select articles

Feature article

Tender writing tips – Nothing is so complex that it cannot be explained simply

Tender writing tips – Nothing is so complex that it cannot be explained simply

Remember, nothing is so complex that it cannot be explained simply Albert Einstein was spot-on when he said “nothing is so complex that it cannot be explained simply”. Tenders, bids, proposals, and informal pitches for business are not times to show how clever and capable you are by using legalese (I’m looking at you lawyers), […]