Tips

Five Strategies To Win Work In Price Driven Markets

Dave Lunn, CP APMP, MCIPS With the new year comes a slew of new contract opportunities, and a renewed focus on winning it. 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 activities,…

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Views

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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Views

Turn the tables: Using procurement tools to help you win

By 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….

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News

BidWrite Shortlisted For Defence Consultancy Of The Year

We are pleased to announce that BidWrite was last week named as a finalist in the Australian Defence Industry Awards, for the Consultancy of the Year category. Out of more than 100 submissions in this category, only 10 defence consultancies in Australia were shortlisted – with BidWrite being the only…

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Tips

Persuasive Thinking – The First Step To Persuasive Writing

By David Harvey, BidWrite Principal 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 to…

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News

Biggest Week Of Training In BidWrite’s History

June was a massive month for BidWrite to round out the financial year. We closed out some major proposals and expanded our teams in Perth, Melbourne and Brisbane. We’re also proud to announce that we have just completed the biggest week of training programs in BidWrite’s history, consolidating our position…

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Views

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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Views

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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APMP

APMP 40 Under 40 Award For Richard Southern

Congratulations to BidWrite’s Senior Consultant Richard Southern who was today recognised as one of APMP’s 40 Under 40 award recipients for 2019. The 40 Under 40 program recognises contributors around the world who have made a noticeable impression on their companies and the overall profession. The team at BidWrite covertly…

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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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