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 […]

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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 […]

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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 […]

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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 […]