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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Winning government clients: key tender issues and trends

May 13, 2015 | Posted in: Win Tenders Bids Proposals

Australian government at any level is an attractive client for professional services firms. Commonwealth, State and Local Government agencies and departments are increasingly astute buyers, so to be successful in winning government clients, you need to be aware of key issues and trends which reflect the power, accountability, and cultural set of the public sector. […]

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Rock, scissors, paper – the power of three tender reviews

April 15, 2015 | Posted in: Win Tenders Bids Proposals

Deadline-driven tenders, proposals and pitches are not usually ideal environments for producing high quality writing. Many firms are flat out getting together a first draft for hand-in time and the chance to review and revise tender responses can be rare. In my experience, best practice means at least three tender reviews and drafts are necessary […]

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Three simple tender writing tips for success

March 25, 2015 | Posted in: Win Tenders Bids Proposals

When a client asks how I can help them with a tender, my brain instantly flips through the hundreds of things you need to do (and do well) to write a winning bid. Where do you start? Ultimately, each situation is unique, but there are three key things for tender writing success you need to […]

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By Alice Vuong

8 proposal hacks to save you time, money (and sanity)

July 16, 2014 | Posted in: Win Tenders Bids Proposals

Putting together a compliant, persuasive and well-presented bid can be a daunting task, especially when you’re often in a race against the clock. We’ve put together proposal hacks that can help you and/or your business development team beat the tender blues.

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By Alice Vuong

Case studies: the ‘so what?’ test

April 23, 2014 | Posted in: Win Tenders Bids Proposals

Case studies have become a common way for firms to evidence their expertise in tenders, capabilities documents, directories, blog posts and on their websites. But before you launch into writing up your next case study, pause for a moment and think about how you can make it a compelling and stand-out case for your audience. […]

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By Linda Julian

Nothing is so complex that it cannot be explained simply

October 9, 2013 | Posted in: Win Tenders Bids Proposals

Albert Einstein was spot-on when he said “nothing is so complex that it cannot be explained simply”. Tenders, proposals, and informal pitches for business are not times to show how clever and capable you are by using legalese, technical terms, professional jargon, and if-you’re-as-smart-as-me-you’ll-be-able-to-digest-this language. Don’t shroud your good ideas and strong professional credentials in […]

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By Linda Julian

The 4 Cs of persuasion

August 14, 2013 | Posted in: Win Tenders Bids Proposals

We’ve all had the experience of watching a TV commercial and wondering “what was that all about?”, or reading a sales promotion letter and thinking “so what?  why should I care?” Or even worse, receiving a proposal and groaning at the thought of reading the whole document. Persuasive messages can be characterised by the four […]

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By Linda Julian

Case studies – using them to improve your tender or proposal

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

Well-devised case studies in tenders or proposals can be compelling. Case studies, in this context, mean write-ups (in a journalistic or “article” style) of individual cases or circumstances which demonstrate: your distinctive expertise your understanding of the client’s industry and business challenges your appreciation of the special requirements, preferences, and culture of your prospective client […]

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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 […]