by Leann Webb | Jan 2, 2019 | Driving Sales, Strategy, Tendering
I was recently conducting some training with a client’s business development team and we got to the topic of setting objectives for each meeting. When I asked what they thought the objective was for each business development meeting, each member of team had an adamant...
by Leann Webb | Dec 11, 2018 | Driving Sales, Strategy, Tendering
I recently had the extraordinary privilege of participating in a course at Oxford – the Oxford Programme on Negotiation. The programme (which I would normally spell as ‘program’ but out of respect for the programme will spell the English way in this blog) was a 5-day...
by Alisa Cork | Nov 1, 2018 | Driving Sales, Strategy, Tendering
Recently a valued client engaged us to facilitate a ‘Pitch Perfect’ workshop to help several members of their team refine and improve their pitch skills. It is always difficult to provide a critique on a person’s personal communication skills and style, and even...
by Fallon Hewitt | Oct 2, 2018 | Strategy, Tendering
After working on a recent major bid, I was able to compare the experience to one of my favourite past times – an AFL match. Let me explain how the game of tenders can be likened to football… For me, there are three key moments in an AFL match: The bounce Half...
by Brooke Fossey | Jun 15, 2018 | Strategy, Tendering
There are five essential elements to winning each tender: Team Track record Relationship with the client Commitment to the bid Solution. The first 4 elements get you in the race and the magic is in the 5th element – the solution. The right team, with the right track...
by Leann Webb | Jun 5, 2018 | Strategy, Tendering
Some people say you’re either born a leader or you’re not. If you’re not, can you learn to lead? Leading and parenting have many similarities. From being exposed to different ways people parent through reading articles or hearing stories from family members, friends...
