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,...
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 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...
In the aftermath of a tender, a debrief is essential.

Lost an important tender? It’s time to face the music.

In Australia, between late 2018 and early 2019, 150-plus commercial law firms competed in an aggregated tender to be appointed to the country's "billion...
Love me tender, and pro bono

Love me tender, and pro bono

In the past six months I’ve worked closely with law firm clients on tenders issued by a Top 50 listed company, the second-largest local...
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,...
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...
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....
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...
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...