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’.
‘Oh Lord it’s hard to be humble, when you’re perfect in every way…’ sang Mac Davis back in 1980. In a few recent bid strategy development sessions I have come to wonder if the spirit of Mac is alive and well… given the prevalent and almost unassailable C-suite view that tenders are primarily an opportunity to harp on about benefits, expertise and ‘value’.
Ever wondered how applying a fundamental soccer strategy can ensure you maintain momentum when writing a winning bid? Lillian Curthoys explains the peculiar, yet pertinent similarities she draws between a high stakes soccer game and a complex bid writing scenario, plus whether ‘eating a frog’ might help or hinder the process.
Although there are strong parallels between law and bid consulting, no two things are ever truly the same. Jack Lio reveals how his former law career has helped with his role as a bid consultant. He also suggests a few things his previous profession could learn from his current and often misunderstood one.
Many underestimate the important role trust plays in the tendering process. But what does trust really mean and how can we build it? Weaving a personal tale and recent HBR research, Rob Cook explores the three drivers of trust and shows how they can be used as a work winning checklist across different levels of the tendering process.
In one of 20 international contributions to this edition of Bidding Quarterly, arranged around the theme of Father Time, Nigel Dennis explores the challenges posed when working across multiple time zones, offering a number of practical suggestions to protect staff well-being – a very important topic given the upheaval of the last 18 months.
It’s ironic that executive summaries are one of the first items read by tender evaluators. Yet contrary to best practice guidance, we often find that it’s one of the last submission items written. David Lunn explores the interplay between theory and practice, offering a number of practical solutions to ensure that your next executive summary is as effective as possible.
As 2021 gets underway, it’s a good time to consider what to expect for those who rely on winning work through the competitive sourcing process. In our latest contribution to Barrett’s 12th Sales Trends publication, David Lunn explores procurement led changes accelerated by COVID-19 and what bidding professionals should stop, start and keep doing in response.
BidWrite Director Nigel Dennis joins Baskar Sundaram on Scribble Talk, one of the UK’s leading proposal podcasts.
In this intimate interview, Nigel shares his story of being a young engineer in the Royal Australian Air Force, to becoming the most qualified proposal practitioner in Australia.
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’.