Alternative tenders – show clients what they want

July 30, 2014 | Posted in: 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 […]

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When to walk away from a tender “opportunity”

June 4, 2014 | Posted in: 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 […]

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

April 9, 2014 | Posted in: 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 […]

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By Lilla Smee

Should you ask clarification questions during a tender process?

October 23, 2013 | Posted in: 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 […]

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By Linda Julian

Pre-proposal due diligence

March 13, 2013 | Posted in: 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 […]

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By Linda Julian

Possible key selling arguments

March 6, 2013 | Posted in: 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 […]

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By Linda Julian

Tender debrief

January 16, 2013 | Posted in: 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 […]

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Closed or invitation only tenders, bids and proposals

Closed or invitation only tenders, bids and 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 […]