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?
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’.
BidWrite Principal David Lunn shares a recent experience demonstrating how ‘true north’ alignment between written tender responses and preceding supporting activities is vital, particularly during times of change and uncertainty.
Try as you might, you just never know what’s around the corner…