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A lesson on trust from my grandmother
By Rob Cook, APMP A few weeks ago, my grandmother passed away. At 100 years old, she had lived a long, interesting and fruitful life. She had a deeply practical nature, so I know that if anything can be learnt from her passing, she would have gladly offered herself as…
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Time Zone Challenges – Can They Actually Benefit Proposal Staff?
By Nigel Dennis, CP APMP Fellow When Martin Smith approached me to contribute to this edition of Bidding Quarterly around the theme of Father Time, we agreed to catch up – at a time that worked for both of us. Living in a vast country on the opposite side of…
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A Pragmatist’s View on Executive Summaries
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…
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Tender and Proposal Management. What does post COVID-19 promise?
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…
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BidWrite shines a light on the proposal profession in the Defence Industry
BidWrite is proud to take home two Australian Defence Industry Awards, Consultancy of the Year and Consultant of the Year.
Our success is enabled by having fantastic Defence clients who trust us to help them win important contracts.
Tips
How to make your story more than your price
How can you make sure the non-price related elements of your submission are relatable, believable and persuasive, rather than bland compliant answers that guarantee price will dictate the final award decision?
The answer is as old as the hills – storytelling.
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BidWrite shortlisted for two Defence Industry Awards
BidWrite has been acknowledged once again through the annual Australian Defence Industry Awards, being shortlisted as a category finalist for Consultancy of the Year.
At an individual level, Principal Rodger Manning has also been shortlisted for Consultant of the Year.
Tips
Clients rate ‘the ability to clearly articulate value’ as key to work-winning
A recent survey of our clients identified ‘the ability to clearly articulate value’ as a key improvement area.
Bid professionals understand that value is subjective to the buyer, so empathising and effectively communicating with them provides the opportunity to influence buyer perceptions in your favour.
Tips
An insider’s guide to powerful partnerships
The old adage that people work with people they know, like and trust stands equally true in the complex world of Defence.
BidWrite Principal Rodger Manning explores how Defence primes and Australian SMEs can work together to forge strong partnerships.
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AIC strategies that deliver for Defence, industry and primes
Many organisations still struggle to develop a strategy that meets the expectations not just of Defence, but critically the Australian SME community.
So how can companies develop AIC strategies that deliver the ultimate win, win, win – for industry, Defence and of course themselves?
