COVID-19

Boilerplate Blindness – Don’t Force Square Pegs into Round Holes

As the Covid-19 focus in Australia and New Zealand starts to shift from health concerns to economic recovery, seller organisations are adjusting to the prospect of likely increased competition, changing procurement practices, fast track stimulus measures and a raft of other strategies that, at face value, present a great deal…

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COVID-19

The Importance of ‘True North’ Proposals During Uncertain Times

By David Lunn, CP APMP, MCIPS A recent experience with a client reminded me how quickly things can change, and how this can introduce uncertainty and potentially dangerous risks for those chasing contestable business. A few weeks ago, our client submitted a written proposal for a very large infrastructure project….

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COVID-19

When Times Get Tough, the Tough Get Tendering

By Nigel Dennis and David Lunn, BidWrite Directors In our previous article, we outlined a range of buyer behaviours that contractors and suppliers can expect to see during these uncertain times. We also looked at what this means for them as they plan their own response. In this second of…

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Tips

Are Non-Mandatory Tender Briefings Worth The Effort?

There’s no escaping the compliance driven nature of tendering. It’s a simple fact that some elements of the tender response process are mandatory. As a supplier, this may create the impression that anything the buyer classifies as non-mandatory is not important. However, this is a matter of perspective. While the…

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Tips

New to Tindering or tendering? We’ve got you covered.

It’s uncanny how professional and personal worlds often mirror each other. With Valentine’s Day fast approaching, we were discussing how challenging it can be for so many people battling through the online dating game. It also occurred to us that, just like those new to dating apps, people new to…

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Tips

Five Strategies To Win Work In Price Driven Markets

By David Lunn, CP APMP, MCIPS With the new year comes a slew of new contract opportunities, and a renewed focus on winning them. 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…

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Tips

Persuasive Thinking – The First Step To Persuasive Writing

By David Harvey, CP.APMP, BidWrite Director 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…

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Tips

Trust 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….

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Tips

How 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…

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Tips

Before You Submit – Check, Check and Check

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…

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