Tips
How to make your story more than your price
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.
Tips
Clients rate ‘the ability to clearly articulate value’ as key to work-winning
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.
Tips
An insider’s guide to powerful partnerships
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.
Tips
AIC strategies that deliver for Defence, industry and primes
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?
Tips
Aim, Ready, Fire! Taking advantage of government stimulus measures
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’?
Tips
Are you looking through the same lens as your buyer?
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’.
Tips
Boilerplate Blindness – Don’t Force Square Pegs into Round Holes
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.
COVID-19
The Importance of ‘True North’ Proposals During Uncertain Times
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…
COVID-19
When Times Get Tough, the Tough Get Tendering
Well-performing businesses are now directing any spare capacity to researching upcoming opportunities, positioning their brand and improving bidding capabilities.
BidWrite’s co-founders share their views on practical strategies sellers can use to enable them to win, be ready to win, or retain more contracts when times are tough.
Tips
Are Non-Mandatory Tender Briefings Worth The Effort?
Buying organisations often conduct preliminary briefings at the outset of a tender release, but what do you do if it’s not mandatory to attend?
While it’s tempting to skip out on these meetings, you never know what valuable insights you might gain.
