By David Lunn, CP APMP, MCIPS I have a confession. Not a guilty one per se, although as a Certified APMP Practitioner, I guess it qualifies. My confession relates to breaking rules around the timing of writing executive summaries for tenders. Best practice guidance from the Association of Proposal Management…
By David Lunn, CP APMP, MCIPS The Tender and Proposal Management function inside the B2B sales process involves producing written offers (eg tenders, proposals, quotations) to supply goods or services. These are most commonly prepared in response to invitations issued as part of a competitive sourcing process. In common parlance…
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’.
Well-performing businesses are now directing any spare capacity to researching upcoming opportunities, positioning their brand and improving bidding capabilities.
BidWrite’s co-founders share their views on practical strategies sellers can use to enable them to win, be ready to win, or retain more contracts when times are tough.
With the current health crisis creating economic uncertainty, it can be difficult for businesses to know what that means for current contracts and planned procurement.
BidWrite’s co-founders share their views on what to expect from buying organisations during these uncertain times, and the implications such behaviours have for contractors and suppliers.
BidWrite Directors Nigel Dennis shares his reflections on how much the tendering landscape has changed over the past decade – and to look at what trends we are likely to see as the new decade unfolds.
From painful printing to proficient portals, reactive responses to proactive capture; bidding certainly looks very different from where it was in 2010.
The Barrett 12 Sales Trends for 2020 Report is out now.
BidWrite offers a perspective on sustainability trends from a tendering point of view, with David Lunn and Andrew Bailey posing the question “should organisations just follow the lead of their prospects or potentially take the lead and help them make better sustainability decisions?”
Through plotting supply risk against profit impact, Kraljic’s Matrix neatly describes 4 main purchase types and their characteristics.
So given its buyer side orientation, what insights can The Kraljic Matrix offer suppliers?
As David Lunn argues, there is a lot that can be learned.
‘Ghosting’ competitor offerings in tenders is a well-known and extremely persuasive technique. But, in BidWrite’s experience, most Australian organisations are reluctant to use it – they believe it to be a bit ‘grubby’. Read our guide on why you should be using it.