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Turn the tables: Using procurement tools to help you win

Dave Lunn, CP APMP, MCIPS A recent conversation with a Melbourne based client once again reminded me of how an understanding of procurement theory can help suppliers submit better bids. Our client was keen to share the news that it had been invited to bid for an upcoming tender. My…

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If Attacking Competitors Is Ok For Election Campaigns, Is It Ok For Tenders?

The concept of ‘ghosting’ competitor offerings in tenders is a well-known persuasion technique. Negative persuasion is proven to be extremely effective. But, in BidWrite’s experience, most Australian organisations are reluctant to use this technique. They believe it to be a bit ‘grubby’. Procurement professionals we talk to echo similar sentiments….

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Found! An ‘Inviting’ Invitation

Did you know that an organisation’s procurement function also performs a sales role? Over the years BidWrite has written and presented a number of times about this seemingly oxymoronic concept (ie ‘buying’ people also ‘selling’). In our view, procurement’s rise as a sales organisation is founded in a number of…

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New To Tendering? Where Do You Start?

Have you recently discovered that there is a world of contracts available to win, through the tender process, but you are not sure how to get started? Tendering is certainly a great opportunity to secure some long-term contracts and build your business. ‘Going’ for anything and everything tendering-wise can, therefore,…

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‘Savings’ Is The New Tendering Language

BY DAVID LUNN – BIDWRITE PRINCIPAL No one needs reminding that times are tough in resources sector markets. Cost reductions, savings and efficiency improvements have always been important; however aggressive ‘cost down’ processes have become the new supply norm and ‘savings’  the new currency. The problem is that too many…

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Tender Open Periods Never Seem Long Enough

Use your time wisely for better results. Tenders and proposals, need to be submitted within a defined time frame.  Whether this is a few days or several months, it never seems long enough. In fact, most people underestimate how much work is required and often leave everything to the last minute. The simple…

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Wow! I Wish I’d Known About You Before!

By David Lunn, MCIPS, CF APMP, BidWrite Director. We are reminded nearly every day about how few organisations in Australia know about professional proposal management services. Most organisations we speak to for the first time say things like “Wow* – we wish we’d known about you before” or “Gee* –…

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