- Gives readers best-practice guidance to managing every stage of the proposals and bidding process
- Draws on insights from proposals experts and voices from client procurement teams, uncovering their expectations and success criteria
- Leads readers through the process with user-friendly charts and diagrams, concise summaries and key actions in every chapter
- Analyzes the commercial processes and systems that are available to support pitch assembly and reporting, enabling readers to make informed choices
- Supports improvement on an individual and business-wide level, with guidance that is scalable to all types and sizes of firm
Strategic Tendering for Professional Services
Win More, Lose Less
Apply best-practice guidance to every stage of the proposals and biddings process with this essential guide to improving your procurement strategy.
Key features at a glance
EAN: 9780749478513
Edition: 1
Published:
Format: 234x156
208 pages
About the book
WINNER: Business Book Awards 2018 - Selling the Dream Category
Competitive bidding for work is a long-established aspect of business within the professional services and consulting sector. For many markets, pitching has become a critical element of both attracting and retaining business. Combating clients' demands and intense competition, firms that want to win and retain business need business development and marketing teams that are experts in creating compelling proposals. Strategic Tendering for Professional Services offers a masterclass in improving your pitching skills and processes.
Drawing on insights from current pitch and proposal professionals and client-side procurement teams, Strategic Tendering for Professional Services provides end-to-end best practice guidance. From the crucial decision of which request-for-proposals (RFPs) to respond to, right through to the all-important face-to-face presentation and post-pitch follow-up, this practical handbook leads readers through all stages of the process on best practice and strategies for success.
Packed with practical features to help readers put guidance into practice, Strategic Tendering for Professional Services also supports business-wide improvement with a clear analysis of the processes and systems available to support pitch assembly and reporting. Whether you are a bid and proposal professional looking for extra tools, a business development or marketing manager providing support and expertise to partners, or a professional wanting to improve pitching skills, this book will be key to winning opportunities that will set the firm apart.
About the authors
Matthew Fuller has 25 years' experience of working in the professional services sector. He has led global business development and marketing teams at Allen & Overy Herbert Smith and currently White & Case. He has run training programmes throughout the world advising partners on proposals best practice.
Tim Nightingale is a founding director of Nisus Consulting, providing market research and client insight services to the professional services sector. He is a Fellow of the Chartered Institute of Marketing, a full member of the Market Research Society and a member of the Professional Services Marketing Group (PSMG).
Essential reading for those who want to survive and thrive in an increasingly competitive professional services sector.
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