Why do many organisations repeatedly pursue contracts where they have little chance of success? This is a subject which has fascinated me for many years. It is a phenomenon that shows no signs of running out of steam. There are numerous factors which may help to explain the reasons for it, most of them are self-inflicted. In the first chapter
Customers are most interested in how you will add value and reduce risk relative to the price. It is therefore a mistake if the things that are most interesting and beneficial to them are buried in your PQQs, tenders and proposals making it difficult for the customer’s evaluators to find them and award marks. The purpose of a pre-qualification process
A scatter-gun approach is ineffective and wasteful. You need to be really focused and realistic so that you invest your time and money on the opportunities where you have the best chance of winning and making a profit! To generate the best results you need to start as early as possible. There is a lot of work to be done
Many speakers at MD2MD meetings and I suspect most coaches and mentors discuss with their clients how they stand out in a crowded marketplace. And during the sales and marketing process it’s especially difficult as it can only be about perception at that stage. Even if the experience you deliver is exceptional potential buyers haven’t yet experienced it so how
One of the most challenging aspects of running your business is ensuring a steady stream of profitable contracts. I’ve put together this SPECIAL REPORT to give you a comprehensive picture of where I believe organisations are going wrong when completing pre-qualification questionnaires, tenders and proposals. I have grouped the 23 biggest mistakes into similar categories; there are nine of these,
When you start a business you have a million dreams and a can do attitude. Set backs are just that, and stamina and determination can defy bullshit and commercial fear. I do wish though, that I had had a small insight into what really matters when you’re leading a business. So after twenty five years, here is my top ten
Why does my wife say this (headline) to me when I leave the house? Well, for starters, I promise that her suggestion is not based on a past felonious misdemeanour! But it is based on something I am likely to do which could upset someone else. Read on for why I will always heed her advice in this regard… I
An interesting article by INC on adolescent businesses includes the following guidance. I’ve just extracted just a relevant element of the article, so please refer to the full article (linked here) for the full insight. Don’t hate your company’s awkward middle phase. Embrace it. Keep these four points in mind when things get tough. 1. You can afford an interesting, smart leadership team.