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 […]

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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 […]

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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, […]

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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 […]

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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 […]

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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 […]

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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 […]

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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 […]

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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 […]

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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 […]

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Feature article

How to create value add services for tenders, bids & proposals

How to create value add services for tenders, bids & proposals

Value add services have become de rigueur for B2B services relationships and can be a positive, indeed tender-winning differentiator for your business. ‘Free of charge’ is music to clients’ ears given in the 21st century we’re all being expected to do more with less. And as we know, you have to give in order to […]