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Four roles your bid team can’t do without

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If winning large business and government clients is part of your strategy, you must view tenders as an investment, not an expense.
In recent years, seemingly every business-to-business category has observed an increase in the number, complexity and value of private and public sector...

In difficult B2B categories, winning proposals make things simple

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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 to wons* (or dollars)

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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

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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

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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

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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

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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,...