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 is proud to have been named Consultancy of the Year at the Australian Defence Industry Awards. BidWrite Principal Rodger Manning was also recognised as one of the industry’s leading consultants, winning Consultant of the Year. Our success is enabled by having fantastic Defence clients who trust us to help them win important contracts.
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.
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.
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.
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.
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?
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.
Government stimulus measures across Australia and New Zealand display welcome support for SMEs and local industry.
But how can you, rather than your competitor, be the beneficiary of this temporary support? And what are you doing to ensure your growth and profitability can be sustained ‘post-stimulus’?
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’.