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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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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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 […]