Latest Blogs

Get your tender pitch right

How do you focus the messaging of your tenders? How do you structure the pitch that you present? If you want to the align to the client's way of thinking, there are two common frameworks to use: the project objectives and the evaluation criteria. We always advocate...

The Complacency Trap

Have you fallen victim of the complacency trap? More often than not, most people do not even know they are stuck in the trap. Just like the compliance trap that we've spoken about earlier, avoiding the complacency trap goes to the core of what we do at Aurora...

The 4 Litmus Tests

You submit a tender with the intention to win it right? Why else would you want to commit the time, money and resources? If you want to win, make sure you can pass the following four Litmus tests first.   1. If you can’t summarise your bid in an elevator, you...

Engaging With Your Client

Any kind of sale or procurement process almost always involves a phase of client engagement, such as delivering presentations, participating in workshops or being interviewed (sometimes one-on-one, sometimes as a team). This is an area that is very uncomfortable for...

The Value of Tangibles

In tendering, every client is concerned with certainty of delivery. They are asking themselves: "Is this the best product or solution for me?" "Will this company deliver what they promise?" "Is this the best team to work with me and deliver what I need?" Whether they...

The Art of Editing

We love analogies at Aurora Marketing. We have our cake baking analogy to describe the multi-step process of developing and writing content, and we have a wood working analogy to describe the multi-step process of editing. What? Editing is a multi-step process? Yes!...

The Formula for Sales

The other day, a new client was speaking with me about their struggle to convert sales. Their company has a fantastic product with extraordinary proven results, but their prospects don't seem to 'get it' enough to go through with a purchase. The more he described his...

The Sincerest Form of Flattery

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...

Where to Start

If your company is looking to grow, and the strategy is to work with big organisations, have blue-chip clients or be a preferred supplier to Federal, State or Local Government, chances are you're going to need to tender. Most of our blogs cover various facets of how...