How are procurement professionals adapting to the ‘new normal’ and what can B2B selling organisations do to respond? Tendering processes have always involved uncertainty and this has only been exacerbated by the pandemic. We explore the challenges of the current procurement climate and outline what sellers can do to embrace ‘certain uncertainty’.
Earlier this week, after an invitation from New Zealand Trade and Enterprise (NZTE), we delivered online training for New Zealand emergency services organisations wanting to break into the Australian market. To prepare, we looked at 7 key principles of emergency services, aligning them with the fundamentals of writing a compelling, client-focused bid.
‘Oh Lord it’s hard to be humble, when you’re perfect in every way…’ sang Mac Davis back in 1980. In a few recent bid strategy development sessions I have come to wonder if the spirit of Mac is alive and well… given the prevalent and almost unassailable C-suite view that tenders are primarily an opportunity to harp on about benefits, expertise and ‘value’.
How can you make sure the non-price related elements of your submission are relatable, believable and persuasive, rather than bland compliant answers that guarantee price will dictate the final award decision?
The answer is as old as the hills – storytelling.
A recent survey of our clients identified ‘the ability to clearly articulate value’ as a key improvement area.
Bid professionals understand that value is subjective to the buyer, so empathising and effectively communicating with them provides the opportunity to influence buyer perceptions in your favour.
The old adage that people work with people they know, like and trust stands equally true in the complex world of Defence.
BidWrite Principal Rodger Manning explores how Defence primes and Australian SMEs can work together to forge strong partnerships.
Many organisations still struggle to develop a strategy that meets the expectations not just of Defence, but critically the Australian SME community.
So how can companies develop AIC strategies that deliver the ultimate win, win, win – for industry, Defence and of course themselves?
Government stimulus measures across Australia and New Zealand display welcome support for SMEs and local industry.
But how can you, rather than your competitor, be the beneficiary of this temporary support? And what are you doing to ensure your growth and profitability can be sustained ‘post-stimulus’?
There are several strategic procurement challenges that have arisen from Covid-19.
BidWrite Director David Lunn explores the practical implications these imperatives have for sellers, arguing that successful buyer-seller relationships are founded on greater understanding, clarity and openness from ‘both sides’.
Seller organisations are adjusting to the prospect of increased competition and fast-track stimulus measures. This means more tenders in a potentially short time frame.
While it’s tempting, avoid relying too heavily on boilerplate bid material to ensure your submission is customer-centric and as competitive as possible.