How to interview subject matter experts (SMEs) at tender time

July 11, 2018 | Posted in: Uncategorized, Win Tenders Bids Proposals

SMEs – that’s ‘subject matter experts’ (rather than ‘small-to-medium enterprises’) – can be great to work with (as can small-to-medium enterprises!) on a tender. However, sometimes in the heat of a deadline SME input to a tender can become lost in translation (or worse left out). We’ve talked before about how specifics sell, and that’s […]

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Why will a client accept your tender, bid or proposal? More key selling arguments

April 14, 2018 | Posted in: Win Tenders Bids Proposals

When it comes to key selling arguments for your professional services tenders, bids and proposals it can be hard to distil down precisely the benefits you bring and the value you offer. Here some questions and tips to help you strategically work through what it is exactly you are offering clients in your tenders, bids […]

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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. […]

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Four (more) simple tender writing tips for success

January 15, 2018 | Posted in: Win Tenders Bids Proposals

Following on from our popular blog on Three simple tender writing tips for success here are four more to keep in mind: #1 Don’t be indecisive Make early, clear-cut decisions on the scope of your bid – this may include choosing areas or categories you will bid for, as well as nominating team members. Late […]

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Same-same, but different – Best practice for recycling boilerplate tender, bid & proposal content

December 4, 2017 | Posted in: Win Tenders Bids Proposals

I once had a client say he wanted to do ‘fresh writing’ for the entirety of content in every single tender, bid and proposal response. That’s right…every time…every bid…100% written from scratch. Unsurprisingly the ‘fresh writing’ diktat put considerable extra pressure on his already frazzled team and didn’t help his firm’s win rate. When it […]

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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 […]

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By Lilla Smee

How to make your proposal client focussed

March 23, 2016 | Posted in: Win Tenders Bids Proposals

Professional services bids, tenders and proposals are tough (and getting tougher), not least of all because you are up against many other firms, each of which has experts as qualified as yours, who have practised for as long as yours have, and who deliver the same expert services for the same type of clients as […]

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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 […]

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Will your tender end up in the “too long; didn’t read” pile?

December 9, 2015 | Posted in: Win Tenders Bids Proposals

Will evaluators react to your tender, bid or proposal with TL;DR (too long; didn’t read)? In competitive bid processes, evaluators usually have scores of submissions to wade through.  Requests increasingly insist on brevity in responses, often setting word or page limits and other restrictive formats. Your tender responses are not the place for long and […]

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GET SMART: create an effective client service plan with your next tender

October 28, 2015 | Posted in: Win Tenders Bids Proposals

Whether you want to win a new account or grow and retain an existing client, tender preparation is an opportunity to map out how your firm can (and will) deliver first-rate service. In the flurry to submit tenders, bids, or proposals many professional services firms miss the chance to create an effective client service plan. […]

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Feature article

If you’re bidding for everything, how can you improve your chances of success?

If you’re bidding for everything, how can you improve your chances of success?

One thing is certain in this post lockdown world: it is highly unlikely that any business will decline the opportunity to respond to an RFP. In fact, with revenues under pressure for most organisations, every RFP will likely be viewed as a genuine ‘opportunity’. This means that even for those businesses with a robust go/no […]