Using an effective bid library saves time and effort, creates efficiency, increases your tender win rate and lowers costs. In this blog, Senior Bid Consultant Elodie Janvier explains a bid library’s wide-reaching benefits, the building blocks needed to create one, and how to make sure it’s simple and usable.
If you create a narrative that speaks to your buyer’s pain points and issues, and offer a compelling solution to their problem, you’re well on the way to beating your competitors. Andrew Yallop explains how story telling in bids and applying strategic narrative principles can make your next tender submission more memorable.
On the surface it seems winning a place on a supplier panel requires less work than winning a single publicly tendered opportunity. But in reality, it’s just as difficult – potentially even more so. In this blog, David Lunn debunks the seductive simplicity of panels, providing six tips to help you win your next panel contract opportunity.
Tender reviews and film reviews may appear to have a lot in common. But despite the similarities, the essential difference between the two is constructive criticism. Bid Consultant Zoe Simpson compares bid reviewers to film critics, and provides five tips for making your next tender review as effective as possible.
David Lunn tells us all about no-bid letters: what they are, how to approach writing one, what’s included, and when to send it. He even dives in to how taking a strategic approach to your no-bid letter can influence your buyer, potentially turning your decision not to tender into a more favourable position to win.
Work not tendered for is an opportunity lost, but work won and poorly performed is worse. So, do you bid for everything? And if not, how do you choose where to invest your time and resources? This blog explains a simple four-question process to follow, helping make your bidding go or no go decisions more strategic.
What’s the difference between expertise and experience? Or capability and capacity? This article defines some commonly used terms for individual tender elements (the trees) and explains how you can link them together into a unified and ultimately more persuasive submission (the wood).
David Lunn explores the cover letter, an underused but persuasive addition to tender submissions, addressing four commonly asked questions: Should you include a cover letter in your submissions? Do evaluators read them? Where should you locate the cover letter in the submission? And what should a cover letter include?
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.