a green leaf among lots of brown ones to symbolise how to differentiate when selling
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How to differentiate and make your firm stand out when you sell a commodity service and risk Price being the major buying criteria

In the absence of differentiation, price is the ultimate deciding factor. It’s a painful truth to accept, but that is often what ends up happening with commodity sellers. Nobody wants that, nobody wants to get dragged into a price war where they have to resort to price concessions, but it’s really difficult to differentiate your…

a dart in a bullseye to symbolize how to improve your tender win rate
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7 key ingredients to improve your tender win rate

There’s nothing more disheartening than losing a tender. After all the late nights, early morning coffees, and pestering (or being pestered) for essential information, it’s a real kick in the teeth when all that effort on writing a bid doesn’t end in success. There are no prizes for coming second… So what can you do…

Business Development Clinic: How to write a proposal which will help us win a competitive tender? Part 2
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Business Development Clinic: How to write a proposal which will help us win a competitive tender? Part 2

This is the second part of a 2-part blog post – the first part can be found here. Read on for more tips to help you win that bid.  Use diagrams wherever possible As the saying goes, a picture is worth a thousand words, and this is very true for proposals. Many people find large…

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