3 essential win themes for tenders, bids or proposals to the financial services sector

September 27, 2018 | Posted in: Tenders Bids Proposals

When it comes to preparing your next tender, bid or proposal to the financial services sector it is a good idea to establish your key “win themes” at the outset. “Win themes” are those key selling arguments and messages that will be repeated, re-spun, and repeated again in several places and in several different ways […]

Continue Reading

Co-opetition: if you can’t beat them, should you join them?

Co-opetition or ‘competitive collaborations’ are alliances formed between direct and sometimes indirect competitors. The term co-opetition is used by management academics and economists to describe the phenomenon of ‘competing without having to kill the opposition and co-operating without having to ignore self-interest’. You can think of co-opetition as a sort of ‘if you can’t beat […]

Continue Reading

Breaking up with a client

Breaking up is hard to do. Especially when you’re considering a break up with a client in the professional services context. Many professionals spend so much time winning or delivering client work that they don’t take time to think about the quality of their service relationships. The arrangement may work for the client, but does […]

Continue Reading

How easy is it to do business with your professional services firm?

September 7, 2016 | Posted in: Business Development Skills

How is easy it for prospective clients to become clients of your professional services firm? Are you or your team inadvertently putting up barriers that are turning off prospective clients? Firms often work long and hard on the marketing and positioning side of business development so the prospective lead or referred client is primed and […]

Continue Reading

Standing out from the crowd

November 11, 2015 | Posted in: Business Development Strategy

It’s tough to stand out from your competition and keep great clients plus attract new ones.  And it doesn’t help when professionals so often put their marketing communication efforts  –  and dollars  –  into making themselves part of the crowd rather than standing out. Does your firm stand out? Our recently released benchmarking research found […]

Continue Reading

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

October 28, 2015 | Posted in: 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. […]

Continue Reading
By Lilla Smee

How firm policies can give you a competitive edge

August 19, 2015 | Posted in: 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 […]

Continue Reading

Nail the sale – doing your best in tender shortlisting interviews

June 10, 2015 | Posted in: Tenders Bids Proposals

If your bid or proposal documents have done the job, you may find yourself with the happy problem of having to prepare for a tender shortlisting interview. Also known as “beauty parades”, such interviews are de rigueur in many procurement processes – competitive or otherwise. What’s really going on in tender shortlisting interviews? Areas of […]

Continue Reading

Winning government clients: key tender issues and trends

May 13, 2015 | Posted in: 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. […]

Continue Reading

Select articles

Feature article

Responding effectively to (unspoken) questions in tenders, bids and proposals

Responding effectively to (unspoken) questions in tenders, bids and proposals

Over the years we’ve read hundreds of requests for tenders and proposals seeking services from professional services firms. Often RFT/Ps can seem cobbled together bastardised versions of older requests that have been edited by committee and end up asking silly, repetitive or irrelevant questions. Most of the time nothing sinister is going on, it is […]