Winning New Work
Tendering and proactive targeting are increasingly important ways of identifying, bidding for and securing work – even in sectors previously immune to competitive procurement practices.
Tenders and pitches can take many forms and can come without warning or be long-anticipated. Competition is often fierce. In a tender process, every action (or lack of action) is noted by the buyer and makes an impression.
Many organisations are frustrated by tender processes, the time involved, the stages involved, and the information expected. Tenders need not be "lotteries".
We help:- Demystify the tendering process
- Advise and support individual tenders through all stages of the tender process: EOI, PQQ, ITT, Presentation/Interview, Debrief
- Enhance your current approach to tendering (including the decision to tender or not) and offer both strategic and practical ways to reduce your time and increase your success rate
- Conduct internal and external tender debriefs for ‘continuous improvement’
- Provide training and one-to-one coaching from start of process to final presentation
- Share knowledge on trends and changes in tendering
When targeting new business, we work with you to understand your business strategic and help focus your new business activity. Many organisations have "wish" lists but are they realistic targets – and is the effort to win them focused or ‘scattergun’? Do those organisations know they are targets with whom you wish to do business?
We help:- Review current approaches to winning new work and the return on activity, resource and cost
- Create the framework to pursue targets effectively
- Advise on live targets
- Conduct external and internal debriefs
- Deliver training and coaching
"Carolyn has an enviable tender and target record, training scores of professionals and helping them to secure major contracts and appointments. She brings commerciality, solutions, client perspectives, added value and a service ethos."
