by Kylie Brown | Feb 10, 2019 | Tendering
Enjoying the ride: Top 5 tips on managing bid stress Anyone who has worked on a major bid will know that the lead-up to the submission date can feel like running the gauntlet! With workloads through the roof, tensions high and the deadline refusing to budge, the final...
by Kylie Brown | Jan 11, 2018 | Case Study
Scenario You’ve probably heard the term BAFO – Best and Final Offer. In Defence, it’s known as RFCP (Request for Final Committed Proposal) and sometimes ODIA (Offer Definition and Improvement Activity). Whatever it’s called, it’s fair to say that it’s a high-stakes...
by Kylie Brown | Jan 2, 2018 | Strategy, Tendering
Everyone knows that ‘imitation is the sincerest form of flattery’. Imitation, or mirroring, is a social and psychological phenomenon that speaks volumes about people, emotions and relationships. When a person is comfortable in a conversation, when they trust the other...
by Kylie Brown | Dec 13, 2017 | Innovation, Tendering
In every industry, a sales process can last for weeks or it can last for years, depending on the complexity and value of an opportunity. In Defence, the complexity of projects often means that the opportunity is passed through a series of gates within the Defence...
