TipsFive Strategies To Win Work In Price Driven Markets
Dave Lunn, CP APMP, MCIPS With the new year comes a slew of new contract opportunities, and a renewed focus on winning it. While we are seeing a return to ‘value for money’ procurement decision making – where continuity of supply, relationships and risk management seemed to guide sourcing activities,…
TipsPersuasive Thinking – The First Step To Persuasive Writing
By David Harvey, BidWrite Principal Recently in Gladstone, I ran ‘Next Steps – Tendering to Win workshop’ sponsored by Shell-QGC and Gladstone Engineering Alliance. This workshop (and accompanying one-on-one diagnostic sessions) was aimed at local businesses keen to improve their tendering capability. One key focus area was helping these companies to…
TipsTrust Me , I’m in Sales – 2019 Barrett Sales Trends Report
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….
TipsHow Good Are Your Bids Really?
How effective are your bids and how they compare to your competitors and the best your industry has to offer? Being able to answer these questions is the first step to bidding smarter. BidWrite can perform an independent and impartial review of your overall tendering and proposal management function. This will allow us to give you objective feedback, help you get better at bidding and maximise your win…
TipsHow 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…
TipsBefore You Submit, Check Your Documents
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…
TipsThe Power Of Images And Infographics
They say a picture is worth a thousand words and when visual aids are used correctly, they can be a powerful and persuasive tool. The use of diagrams, images, charts and tables can be used to convey certain information in bids and proposals quickly and clearly. For example a long…
TipsAre Non-Mandatory Tender Briefings Worth The Effort?
Some Request for Tender documentation might offer you the chance to attend a ‘non-mandatory briefing’. Don’t be tempted to skip these briefings – you might miss out on valuable information that can assist you when preparing your submission. Briefings can be a great opportunity to: look around the room…
TipsToo Busy To Tender? Nine Tips For Small Businesses!
Are you a small business owner who simply doesn’t have enough time or resources to tender for business? Most small business owners spend most of their time servicing existing clients and managing the daily running of their business. We’ve put together a list of tendering tips to assist you next…
TipsDon’t Tell, Show. The Impact of Proof
Prove that the benefits of your solution will really solve your client’s issues. Demonstrate how/ where you have used this solution before. Provide evidence. State the previous contract successes. Types of proof or evidence include: Client lists and case studies References/ testimonials Associations and memberships (logos) Celebrity endorsements Expert opinion…
