If they lose a tender, the majority of people will tell you that they lost it due to the price. While this is occasionally true, it is more likely that they failed to persuade the client that they would gain sufficient benefits to justify the price. A client’s objective is to solve a problem, not … Read more..
When you are bidding against a company which currently holds a contract, it is easy to get disheartened as you think they have an advantage. Remember that the incumbent’s weaknesses and pricing strategy are known by the client whereas yours are not. Use this information to your advantage by showcasing areas which will be attractive … Read more..
Major changes, such as those currently happening in the oil and gas sector, present great opportunities for companies tendering for new work.
In public sector procurement, it is usual for the client team to hold an open session to brief potential bidders and allow them to ask questions.
Win themes must be tangible and evidence based. They should clearly differentiate you from your competitors.
A robust bid management process will set internal deadlines for the submission of material. These may be for interim review or for final compilation.
When writing a proposal, you should aim to do two things:
It can seem laborious to write detailed method statements for core parts of your service but it is essential that you do so.
A little glitter can make the most mundane Christmas card sparkle.
If you want the customer to think you’re better than the competition you must tell them what makes you better. Don’t expect them to work it out.