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

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

In the aftermath of a tender, the vultures will circle

In the aftermath of a tender, the vultures will prey on the carnage
In Australia, following the outcome of the Commonwealth Government legal services tender, a whole lot of small firms and boutique practices must...

In difficult B2B categories, winning proposals make things simple

Blackboard covered with mathematical formulas
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...

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. 

Listen like thieves

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