by Leann Webb | Apr 30, 2018 | Strategy, Tendering
We frequently talk about the bid mindset: understanding that a tender is a competition, not a test. Once the penny drops that a tender is a competition, with only one winner, it totally transforms the way bid teams behave during the tender phase. Instead of focussing...
by Leann Webb | Apr 19, 2018 | Strategy, Tendering
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...
by Brooke Fossey | Apr 16, 2018 | Strategy, Tendering
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...
by Alisa Cork | Apr 12, 2018 | Strategy, Tendering
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...
by Leann Webb | Apr 4, 2018 | Co-authored by Brooke Fossey, Strategy, Tendering
We recently engaged a research company to work with us on one of our projects and they took the team through an exercise which involved planning a birthday party. The exercise went like this… Imagine you are asked to plan a birthday party for a Sydney woman in her...
by Leann Webb | Mar 7, 2018 | Driving Sales, Strategy, Uncategorized
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...
