Win more clients with a better tender strategy in 2015

February 11, 2015 | Posted in: Win Tenders Bids Proposals

With the four big Australian banks due to call for legal services tenders this year, several insurance tenders long overdue and the Victorian Whole of Government Tender for legal services imminent, not to mention Defence Minister Kevin Andrews “competitive evaluation  process” (not a tender) afoot, there’s certainly lots on for 2015. Here are some of […]

Continue Reading

Playing the long game to get on the list for invitation only tenders

August 13, 2014 | Posted in: Win Tenders Bids Proposals

We’re often asked how firms can get on the list for “by invitation only” tenders. If the tender request is already out, sometimes a cheeky approach direct to the procurement powers can work. Sometimes. Usually it doesn’t. So how can you and your firm make it on to the radar of these large consumers of […]

Continue Reading

Alternative tenders – show clients what they want

July 30, 2014 | Posted in: Win Tenders Bids Proposals

Use alternative tenders as a competitive edge. In formal bid and tender processes, responses are often constrained by word limits, irrelevant questions, meaningless measures and procurement’s lack of imagination. So, how can you get a jump on your competitors and not only win, or retain work with a major client, but also end up with […]

Continue Reading

When to walk away from a tender “opportunity”

June 4, 2014 | Posted in: Win Tenders Bids Proposals

In the last 20 years, formal procurement has crept into just about everything large organisations purchase, from the simple and commoditised (stationery) right through to the complex and intangible (professional services). It’s a system that providers are stuck with for now, especially when it comes large consumers of professional services (government, banks, insurers, listed companies […]

Continue Reading

Exhibits A through Z: essential evidence for your tenders and proposals

April 9, 2014 | Posted in: Win Tenders Bids Proposals

Our experience with clients, from lawyers through to not-for-profits, is that when it comes to tenders, bids and proposals winners are separated from losers by strong, evidence-based submissions. Resonant stories packed with specifics are what sell. Those compelling and credible stories are based on evidence. If your business depends on winning new work or retaining […]

Continue Reading
By Lilla Smee

Should you ask clarification questions during a tender process?

October 23, 2013 | Posted in: Win Tenders Bids Proposals

Most tender processes include a period during which respondents can submit clarification questions. These might relate to practical matters, such as the format of the submission, or to specific questions or components of the tender. In putting together a compliant bid, you want to be sure you understand the questions and address them correctly, and […]

Continue Reading
By Linda Julian

Pre-proposal due diligence

March 13, 2013 | Posted in: Win Tenders Bids Proposals

Those who’ve done it know well that while tenders, bids, and competitive proposals are great ways to win work, it’s easy to squander precious time and money on bids with limited prospects of success. Here’s a simple framework for pre-proposal due diligence which our consultants find helpful in guiding professional service firm clients to correct […]

Continue Reading
By Linda Julian

Possible key selling arguments

March 6, 2013 | Posted in: Win Tenders Bids Proposals

Sorting through what’s important to your prospective client and determining what will differentiate you from your competitors can be a daunting task. In hard-fought competitions, how we deal with even minor issues can make the critical difference between winning, and losing. This list is a useful starting point in determining how best to position your […]

Continue Reading
By Linda Julian

Tender debrief

January 16, 2013 | Posted in: Win Tenders Bids Proposals

If you’ve gone to the effort and expense of tendering be sure to debrief – win or lose – on the outcome. If there is an opportunity for face-to-face debriefing, take it – it’s only fair that large legal consumers who invite tenders offer debriefing and feedback to tenderers, whatever the result. Use these questions […]

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), […]