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Archive for the ‘Tender Tips’ Category

Found! An ‘inviting’ Invitation

By May 3rd, 2019

Did you know that an organisation’s procurement function also performs a sales role? Over the years BidWrite has written and presented a number of times about this seemingly oxymoronic concept (ie ‘buying’ people also ‘selling’). In our view, procurement’s rise as a sales organisation is founded in a number of principles: The emergence of procurement READ MORE

Barrett Sales Trends Report 2019

By January 7th, 2019
Barrett Sales Trends Report 2019

Trust is the heartbeat of business yet it’s in short supply. But there’s hope. The Barrett 12 Sales Trends Report for 2019 ‘Trust me, I’m in sales’, shows the answer that lies in human-centred sales teams and organisations. The report offers enlightening insights on trust and its effect on business. BidWrite Director David Lunn and READ MORE

More Tendering Training in Tasmania

By September 27th, 2017

Are you looking to upskill your persuasive writing? Do you want to focus on winning more local and state government tenders? The Department of State Growth is once again offering Tasmanian organisations an exclusive opportunity to develop real-life tendering skills to help them win state and local government business. This October, BidWrite’s very own David READ MORE

How to manage tight word or page counts

By June 8th, 2017
How to manage tight word or page counts

Page and word limits can be challenging but resist the urge to reduce the font to 4pt, shrink the margins and remove all punctuation marks to squeeze in a few extra words! Limits are usually an indication that the client wants to receive a concise and relevant response. They don’t want to spend time wading READ MORE

Five techniques to win work in price driven markets: Technique 5 of 5 – Delivering and developing

By May 14th, 2017

BY DAVID LUNN – BIDWRITE PRINCIPAL This technique, to win work in price driven markets, is arguably the flip side of last week’s Technique 4 around putting ‘skin in the game’. It acknowledges that the day a supply contract is signed is the day you start preparing for the next contract with that client. Smart READ MORE

Five techniques to win work in price driven markets: Technique 4 of 5 – Putting ‘skin in the game’

By May 10th, 2017

BY DAVID LUNN – BIDWRITE PRINCIPAL Incumbent contractors and suppliers win about 70% of the time. Even if they are only adequately performing, buyers are often reluctant to change contractors/suppliers because of the pain that will inevitably ensue. This incumbency preference also persists in price centric markets, in spite of the logic that buyers will READ MORE

Five techniques to win work in price driven markets: Technique 3 of 5 – Facing aggressive pricing head on.

By May 2nd, 2017

BY DAVID LUNN – BIDWRITE PRINCIPAL We’ve lost count of how often organisations say that they were beaten by a price so low that it couldn’t possibly be sustainable. Winning bids 20% cheaper than the nearest competitor offer is typical. Rather than lamenting this situation, smart organisations are doing something about it. One approach is READ MORE

Five techniques to win work in price driven markets: Technique 2 of 5 – Knowing the numbers.

By April 24th, 2017

BY DAVID LUNN – BIDWRITE PRINCIPAL Technique 2 is closely aligned to last week’s Technique 1 and involves two parts: Knowing how much to invest to win. Smart organisations know how much they should be spending to secure new and repeat business. This typically ranges from 0.5% to 2%* of contestable revenue. By properly budgeting READ MORE

Five techniques to win work in price driven markets: Technique 1 of 5 – Knowing ‘no’.

By April 19th, 2017

BY DAVID LUNN – BIDWRITE PRINCIPAL The surest way to improve tendering success rates is to only bid for opportunities that are likely to win. It’s tough to say no to tendering and proposal opportunities that present themselves – no matter how long the success odds are. However, chasing ‘everything’ is inefficient and skews tendering READ MORE

Five techniques to win work in price driven markets

By April 10th, 2017

BY DAVID LUNN – BIDWRITE PRINCIPAL Even though Australia has fared better than many other countries since the GFC, growth continues to be sluggish and trading conditions remain generally subdued: Business confidence remains patchy (http://www.tradingeconomics.com/australia/business-confidence) New Capital Expenditure continues to fall (http://www.abs.gov.au/ausstats/abs@.nsf/mf/5625.0) Businesses survival rates continue to decline (http://www.abs.gov.au/ausstats/abs@.nsf/mf/8165.0) Consistent with this economic context, most READ MORE

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