bid strategypre-positioningpipeline
Pre-positioning: this is where the winning game starts
By the time the RFT is published, the outcome is already more decided than most people want to admit. Here's why pre-positioning is the real winning game.
Insights
From the bid room.
Thinking on tenders, pitches, and the craft of winning professional services work.
bid strategyproposal reviewevaluator mindset
How Do You Get Inside the Head of a Tender Evaluator? The Closer You Are to a Proposal, the Harder It Is.
The closer you are to a proposal, the harder it is to read it the way an evaluator will. Here's why the people who wrote it are often the least able to spot its gaps.
bid strategypipeline planningFYQ1
I used to spend FYQ1 easing back in after EOFY. Now I spend it finding the pipeline gaps nobody's looked at yet.
The best bid I ever worked on didn't start with a brief. It started much earlier, in a quiet planning session nobody made a big deal of.
bid strategyproductivityfocus
During a 60-hour bid week, doing less can be what keeps you sharp.
During a 60-hour bid week, the instinct is often to push harder. One simple tool has helped me stay engaged without burning out: the humble Pomodoro Technique.
bid strategyinsightstorytelling
Information is just an observation or fact. Insight is the meaning behind it.
After 20+ years in the bid space, sitting on both sides of the table, information versus insight is a line I keep coming back to.
bid strategythought leadership
Why We Started Sharing Our Bid Room Thinking (And What You'll Find There)
For years, the thinking that helps professional services firms win competitive work stayed inside the bid room. We've decided to change that.
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