Latest Blogs
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...
The Killer Bid Playlist
Music can have a profound effect on our emotions and how we feel. Hearing just a few notes of a song can take us right back to a poignant moment in our life and evoke memories and feelings which we experienced during that time. From the joy of finding love to the...
The Compliance Trap
Have you ever fallen into the compliance trap? Avoiding that trap goes to the core of what we do at Aurora Marketing. We give our clients the best chance of winning by making every document the best it can be. You’re at risk of falling into the compliance trap when...
The Golden Rule
There's a golden rule in tendering: follow the client's structure. To me, this is such a fundamental and obvious rule that it never ceases to amaze me when I see it broken. When a client releases a tender to market, they have two key documents: the request document...
Formatting to Improve Readability
Whenever people ask me about the importance of document formatting, I am reminded of a tip that one of my lecturers gave way back in my first year of University. She was advising us to put some thought in to how we presented our assignments. She encouraged us to use...