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Understanding Procurement 2020

Understanding Procurement 2020

Why your customers are looking for new suppliers in 2020 and our strategies on how to win this business. It is highly likely that, in this second half of 2020, you will be asked by your customer groups to join an increasing number of competitive processes. We have...

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Why not to use a Shotgun Approach when bidding

Does your organisation still implement a shotgun approach and bid for everything? Do any of these statements sound familiar?

“We have to bid, its strategic”
“We were invited, we’re in with a chance”
“We probably won’t win, but we need to put forward a bid”

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The Beginner’s Guide to Search Engine Optimisation

Search engine optimisation. Sounds scary, right? Most people in the business realm have at least a passing awareness of the concept of SEO, but not any real depth of knowledge. The idea of SEO is somewhere in the periphery – something you’ve been meaning to look into...

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Older Blogs

How to Set Up a Tender Template

How to Set Up a Tender Template

Ever been frustrated by mistakes and repeated questions in a Request for Tender document? Don’t make the common mistake of changing the tender documents, which can annoy the assessment team and even render your bid non-compliant.

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6 Reasons your Bid Team needs a Mentor

6 Reasons your Bid Team needs a Mentor

Any business, whether just starting out with bidding or wanting to improve on existing strategy, can benefit from one-on-one mentoring from a bid management expert. Investing in mentoring for staff members will give your staff technical knowledge, develop their leaderships skills and provide your bid team the support to operate more effectively and win the contracts your business needs to expand.

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When it comes to bidding, is a picture really worth a thousand words?

When it comes to bidding, is a picture really worth a thousand words?

How do graphics effect the chances of your tender or proposal being read, understood, and invited to presentation?
Did you know that the brain processes images 60,000 times faster than text? Or, perhaps most importantly, that images are processed by long term memory whilst text is processed within the short-term memory? One study has found that presenters who use visual aids are 43% more effective in getting people to do what they want (University of Minnesota School of Management).
Research by 3M shows visuals have been found to improve learning by up to 400%.

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How to write a Winning Business Proposal

How to write a Winning Business Proposal

Companies wanting to present an idea to a prospective partner or to take advantage of an opportunity in the market often come to us looking for advice on how to present the information. When we look over the work they have already completed, we find that there are three common mistakes almost every small and medium sized business makes – and it always negatively affects their changes of a successful outcome. In fact, many companies confess once that have previously received feedback that matches one of these three mistakes from a document they have submitted:

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What’s an RFT, ITT or RFP?

What’s an RFT, ITT or RFP?

What’s an RFT, ITT and RFP? How do I know what the different tender documents are?

Whilst government tenders over a certain threshold are required by Australian law to advertise via the AusTender portal (under the Commonwealth Procurement Rules (CPRs)), large organisations, corporations and multi-nationals have their own set of internal procurement rules which govern how they approach purchasing and supply. In many cases this includes establishing thresholds within which departments or individuals can authorise purchases, and a set of rules about how they must carry out the purchase.

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7 Steps to run a Successful Workshop and Develop Strong Win Strategies

7 Steps to run a Successful Workshop and Develop Strong Win Strategies

There are many different buzz words used for bid strategy. Some call it the value proposition, differentiators, win themes, win strategy. The truth is, it’s all about ensuring your messaging is aligned to a strategy for success. It’s about making sure the bid continually reiterates the same message, so that every response is aligned to the prospective client’s requirements and your solution. We have a 7-step process to ensure your messaging is on point.

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500 word limits

500 word limits

Late last year I was in Sydney working on a unique government tender. The department set some of the strictest word limits I’ve ever seen. 3000 characters per response. That’s less than 500 words to explain what the tendering company does, how they intend to meet the Request for Tender (RFT) criteria, and the entire pitch for each region.

Well, I do love a challenge, and this didn’t disappoint! But its also left me pondering how I can take away some lessons to pass on to the benefit of my team, clients and customers.

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Common Bidding Mistakes #2: Confusing the tender evaluation panel with long technical responses  

Common Bidding Mistakes #2: Confusing the tender evaluation panel with long technical responses  

It is essential to get input from these specialists and ensure the solution is appropriate for each client, and fully responds to the question. However, these experts tend to be highly experienced and knowledgeable, and the reams of content they produce can sometimes be overwhelming to those from other parts of the business, or indeed outside of the business.

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Top 5 Tips for Managing Stakeholders

Top 5 Tips for Managing Stakeholders

One of the key elements to managing a tender are the stakeholders involved. Timeframes are tight, and bidding teams tend to bring together specialists and management from right across the business; a group of people of all levels of the organisation who don’t necessarily work together often. There is never enough time to build rapport or relationships the way you might in other streams of business, and the stakes are high.
Follow these top 5 tips to set your bid up for success and manage stakeholder engagement.

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Persuasive Writing Tips for Proposals

Persuasive Writing Tips for Proposals

Often when clients approach us for help writing a business proposal or tender response, they are after help with persuasive writing. The content of the document often requires input from a range of different technical leads, sector experts and operations staff – and many of these people are not writers.
See my top five tips for writing a persuasive document, aimed at helping the prospect to understand the offer or opportunity you’re hoping they will accept.

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How to select the right bid management consultant

How to select the right bid management consultant

Bidding creates a high-pressure, deadline-driven environment, often over a limited timeframe, and often bringing together a team of people who have not worked in a cohesive group-work situation together before. This presents a unique environment that needs to be managed carefully.
See my list of key considerations that will help you make an informed decision about selecting the right Bid Manager for your next ‘must win’ bid.

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