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Exclusivity should be fundamental when outsourcing strategic BD

Exclusivity is a fundamental when outsourcing strategic BD

In Australia, outsourcing a B2B tender will cost a professional services firm anywhere from $10,000 to $60,000, depending upon the scale and complexity of...
B2B case studies can open doors and close deals

Do your case studies open doors and close deals?

According to Forrester, 59% of B2B buyers would rather conduct their research online than interact with a salesperson. That being the case, how do...
Blackboard covered with mathematical formulas

In difficult B2B categories, winning proposals make things simple

Business-to-business (B2B) procurement is fraught with risk. The financial risk is obvious, given the contracts are large, lucrative and long-term. But there’s also risk...
The seven deadly sins of tendering

The Seven Deadly Sins of Tendering

Last year, via a competitive tender, one of the country’s largest insurance groups consolidated its legal panel from 50-plus to 20-something. This week, I...
Close up picture of the stamped pattern on an industrial floor

If you have genius, industry expertise will improve it

Last week, we found ourselves in a robust discussion with a client about what it means to be an industry expert.
Got feedback? Follow the leader

Got feedback? Follow the Leader

Early on in my marketing career, I made the decision to by-pass traditional customer feedback channels and instead go straight to the top. Whenever...
Aussie businesses should prepare now for modern slavery legislation

Will Australia’s modern slavery law cause you to lose a key client or contract?

If your marketing and business development teams are high-performing, how they spend their time in between major pursuits will be as valuable as what...
If winning large business and government clients is part of your strategy, you must view tenders as an investment, not an expense.

Four roles your bid team can’t do without

In recent years, seemingly every business-to-business category has observed an increase in the number, complexity and value of private and public sector...
Winning-a-tender-is-easier-than-converting-a-win-into-revenue

How to convert wins into wons* (and decisions into dollars)

*We love a word pun. The won is the official currency of North Korea. 
In the aftermath of a tender, the vultures will prey on the carnage

In the aftermath of a tender, the vultures will circle

In Australia, following the outcome of the Commonwealth Government legal services tender, a whole lot of small firms and boutique practices must...