Whether conducting an unsuccessful tender debrief, or your periodic client relationship review, seize every available opportunity to secure feedback.

Listen like thieves

Whether conducting an unsuccessful tender debrief, or your periodic client relationship review, seize every available opportunity to secure relative feedback from your clients and prospects,...
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...
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...
Have fun in the sun but don't forget to do your marketing housekeeping

Don’t hibernate your marketing for the long, hot summer

With Australia’s courts soon to close for the extended summer break, most commercial law firms will operate with just a skeleton staff until well...
The big data within your systems should be used as proof points in your tenders

Body of Evidence: Big Data Provides Proof in Tenders

Isn’t it ironic that at a time when consumer brands are swooning over the opportunities presented by Big Data, professional services firms are still,...
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...
These tendering tips will save you from a preventable loss

These three tendering tips could save you (from losing)

Right now, we’re working on a manufacturing tender. Our client has deep sector experience, a stellar track record, and an impressive stable of clients....
Winning a tender is relatively easy. Converting it into revenue is what's hard.

How to convert wins to wons* (or dollars)

You won a big tender. Well done, you. Still, it’s unlikely yours was the only firm appointed so what’s your plan to convert your...
Tenders and Proposals

Professional services tenders will increase in complexity, scale and scope

If you want to work for sophisticated clients, start thinking and acting like a sophisticated business. Tenders are not where your firm should be cutting corners or costs.