News
A new era of engagement – modern solutions for old problems
BidWrite’s always done things differently, and the time is ripe for innovation to overcome current tendering challenges like timeline ‘choppiness’ and expertise demand exceeding supply. We’ve been busily hatching a solution. David Lunn reveals a fresh development – three new engagement plans that formalise the most effective and time-proven ways to use our services.
News
In search of aspiring young bid professionals
February 1 2021 was a day that will go down in BidWrite history. We brought a large group of new consultants into our organisation, instantly increasing our headcount by 43%. David Harvey reflects on our surge in staff numbers and the varied experiences and skills they have developed since joining the team, as we prepare to go to market for our newest cohort.
COVID-19
B2B buying and selling in our ‘new normal’
How are procurement professionals adapting to the ‘new normal’ and what can B2B selling organisations do to respond? Tendering processes have always involved uncertainty and this has only been exacerbated by the pandemic. We explore the challenges of the current procurement climate and outline what sellers can do to embrace ‘certain uncertainty’.
Tips
Avoiding tendering firefights: Key reminders from emergency services
Earlier this week, after an invitation from New Zealand Trade and Enterprise (NZTE), we delivered online training for New Zealand emergency services organisations wanting to break into the Australian market. To prepare, we looked at 7 key principles of emergency services, aligning them with the fundamentals of writing a compelling, client-focused bid.
Views
Does humility have a place in tendering?
‘Oh Lord it’s hard to be humble, when you’re perfect in every way…’ sang Mac Davis back in 1980. In a few recent bid strategy development sessions I have come to wonder if the spirit of Mac is alive and well… given the prevalent and almost unassailable C-suite view that tenders are primarily an opportunity to harp on about benefits, expertise and ‘value’.
Views
Soccer, Bidding and Eating Frogs
Ever wondered how applying a fundamental soccer strategy can ensure you maintain momentum when writing a winning bid? Lillian Curthoys explains the peculiar, yet pertinent similarities she draws between a high stakes soccer game and a complex bid writing scenario, plus whether ‘eating a frog’ might help or hinder the process.
Views
Different Strokes for Different Folks
Although there are strong parallels between law and bid consulting, no two things are ever truly the same. Jack Lio reveals how his former law career has helped with his role as a bid consultant. He also suggests a few things his previous profession could learn from his current and often misunderstood one.
Views
A lesson on trust from my grandmother
Many underestimate the important role trust plays in the tendering process. But what does trust really mean and how can we build it? Weaving a personal tale and recent HBR research, Rob Cook explores the three drivers of trust and shows how they can be used as a work winning checklist across different levels of the tendering process.
Views
Time Zone Challenges – Can They Actually Benefit Proposal Staff?
In one of 20 international contributions to this edition of Bidding Quarterly, arranged around the theme of Father Time, Nigel Dennis explores the challenges posed when working across multiple time zones, offering a number of practical suggestions to protect staff well-being – a very important topic given the upheaval of the last 18 months.
Views
A Pragmatist’s View on Executive Summaries
It’s ironic that executive summaries are one of the first items read by tender evaluators. Yet contrary to best practice guidance, we often find that it’s one of the last submission items written. David Lunn explores the interplay between theory and practice, offering a number of practical solutions to ensure that your next executive summary is as effective as possible.
