Becoming a More Effective Bid Writer Tender responses are a painful but important part of the sales process. Due to the effort and discipline involved many companies either don’t bother or don’t invest enough resource in the process. The following piece highlights a number of areas to pay attention to when submitting a response. 1.
What do Bid Managers do? Each bid should be viewed as an individual project with one person fulfilling a bid management role. If your organisation spends a large amount of time tendering for business each year you should consider appointing a full time bid manager. If you only respond to a small number it’s best
Why It’s Dangerous to Judge on Price at the Expense of Quality The news that the cervical smear test contract was awarded in 2012 based on the lowest price available isn’t surprising. Though the initial award in 2008 and its renewal in 2010 appear to have been based on the “most economically advantageous tender” method
Why You Must Invest to Win Government Contracts Whether or not to invest in new products, systems or processes is a recurring dilemma for all senior management teams. Do you have the resources to hand, and when will you see a payback? Young companies or start-ups know that they need to find the funds to
Winning a Rebid as an Incumbent What do Margaret Thatcher, Barack Obama and Yitzhak Rabin all have in common? The answer is that all were once the incumbent leaders of their respective countries. Thatcher was ousted in November 1990 after 11 years as Prime Minister and fifteen years as leader of the Conservative Party. Obama