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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...

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...

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...

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,...