It Doesn’t End at Submit

It Doesn’t End at Submit

In most industries, a sales process can often last for weeks, months or even years, this all depends of course on the complexity and value of the given opportunity. In the Defence industry, the sheer complexity of projects means that the opportunity will pass through...
Enjoying The Ride: Tips On Managing Bid Stress

Enjoying The Ride: Tips On Managing Bid Stress

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...
Pitch Perfect

Pitch Perfect

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...

Bringing your best game

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...