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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. 

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...

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,...