Winning tenders, proposals and pitches is now essential for most professional and expert services businesses, whether it’s to secure new valuable clients or retain hard-to-replace established clients.
We’ve helped over 1,000 clients win hundreds of millions of dollars worth of work from the insurance, banking and finance, education, and government (Australian Commonwealth, state, and local government, and New Zealand government) sectors.
“The quality of the finished tender document produced by JMA was completely different to, and better than, anything we had done before. I was very impressed with the quick turnaround time, and fees falling within our budget.”
Chris King, Partner – HLB Mann Judd
100% of surveyed clients* say that our involvement made a “significant difference to the quality of their final submission” and that they would “consider using JMA’s tender, bids & proposal services again”. Our overall win rate is 80%, because our consultants understand what works (and what doesn’t) in the professional services sales cycle and competitive procurement situations.
Winning with JMA
Tender, bid & proposal services
Whether you’re looking for high level strategic advice only, or need full support for each step of the process, JMA is highly experienced and ready to assist.
Positioning to attract tender and proposal invitations
Improve your chances of receiving an invitation to bid in the first place – we’ll help you position your firm as an attractive candidate to prospective clients.
Critically evaluate the strategic position of your firm in relation to any particular bid, pitch, or tender, with our help, and decide whether to put in a bid on this occasion.
Bid preparation: strategic advice, project management & practical support
Once you are underway with a bid, we can help identify gaps, weaknesses and issues to be addressed in your response, define key messages, and articulate your value proposition and service differentiators. We also advise on smart pricing, value added service offerings, alternative tenders and service models.
Get your bid over the line with our practical support, including: project management; drafting, re-writing and editing responses; professional presentation; and print production support.
Post-bid advice and support
Following submission, we can prepare you for short listing interviews, de-briefing sessions and negotiations, facilitate internal team debriefs to identify areas for improvement, and help you develop a client care program for your newly won client.
Supplementary bid support services
Beyond formal tenders and proposals, JMA can help with:
- capability statements, informal pitches and unsolicited proposals to make sure they are compelling and appealing
- tender readiness processes and development of “bid building blocks” to improve your tender capabilities
- tender review and benchmarking, to assess how effectively you’re selling your capabilities.
Grant application & funding submissions for charities and not-for-profits
Funding submissions and grant applications are now a competitive reality for charitable organisations, not-for-profit corporations, trusts and cooperatives.
While this may not be your preferred way of securing income, succeeding with government and philanthropic funding applications is pivotal to helping your cause.
Learn more about JMA’s complete tender, bid and proposal services.
If winning work through tenders, bids and proposals is important to you, please get in touch.
*Clients surveyed between June 2016 – August 2019.
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Firstly, what are closed or invitation only tenders, bids and proposals? In addition to the generally well-understood terms ‘tender’, ‘bid’ and ‘proposal’, there are ‘open’ and ‘closed’ processes, and then variations within each that can apply to professional services procurement. Open or public tenders, bids and proposals An open tender is just that, open to […]