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Four roles your bid team can’t do without

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...

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. 

Will Australia’s modern slavery law cause you to lose a key...

Aussie businesses should prepare now for modern slavery legislation
If your marketing and business development teams are high-performing, how they spend their time in between major pursuits will be as valuable as what...

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...

These three tendering tips could save you (from losing)

These tendering tips will save you from a preventable loss
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....

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...

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...