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

Winning-a-tender-is-easier-than-converting-a-win-into-revenue
*We love a word pun. The won is the official currency of North Korea. 

How to convert wins to wons* (or dollars)

Winning a tender is relatively easy. Converting it into revenue is what's hard.
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...

Exclusivity is a fundamental when outsourcing strategic BD

Exclusivity should be 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...

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

Have fun in the sun but don't forget to do your marketing housekeeping
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...

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

A tender debrief will reveal whether you lost due to factors within your control.
In New South Wales, between late 2015 and early 2016, 100-plus commercial law firms competed in an aggregated tender to be appointed to the...

A User’s Guide to LinkedIn Personalities

Which of the LinkedIn personalities are you?
If you’re a professional person, chances are you’ll be familiar with the Myers-Briggs Type Indicator. Developed in the 1960s, the MBTI is a psychometric...

What to do when culture clubs your business development team

Two reporters having a flirtatious chat
One of the things I most admire about working with engineering firms is their culture reflects a genuine commitment to continuous improvement. Evidently, when...

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...

Body of Evidence: Big Data Provides Proof in Tenders

The big data within your systems should be used as proof points in your 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,...