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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COVID-19

What to Expect When Times Get Tough…

By Nigel Dennis and David Lunn, BidWrite Directors As the economic implications of the global pandemic are becoming clearer, the majority of businesses are scrambling to assess the impact on their top and bottom lines. Others are scrambling simply to survive. In this first of two articles, BidWrite co-founders Nigel…

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Ten Tendering Trends for the 2020s: Reflections on a decade of change

By Nigel Dennis, CPP, APMP Fellow As the 2020s start, it’s worth taking a moment to reflect on some of the things we take for granted today that didn’t exist 10 years ago. Uber, Instagram, Snapchat, Pinterest, Tinder, iPads, Fitbits and Bitcoin are all part of many people’s lives today…

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Win³ – Tendering for you, your client and for the benefit of others

The best businesses for the planet are those that make a positive impact on people and the environment; businesses that give back more than what they take. The Barrett 12 Sales Trends for 2020 Report is out now, exploring the global trends that are affecting businesses, communities and the environment….

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Turn the tables: Using procurement tools to help you win

By David 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….

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

Competitive comparison, or grubby tactic? 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…

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Found! An ‘Inviting’ Invitation

By David Lunn, Principal, CP APMP, MCIPS 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’). Procurement’s rise as a sales organisation is founded…

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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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