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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
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
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
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
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
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
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
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
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
Last minute changes, multiple authors and deadline pressures can sometimes mean things are missed at the end of the bid. During the last stages of a bid there is usually a strong focus on strategic messaging and price which are vital. However, before you submit make sure you take some time to do some simple READ MORE
