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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.
    Paperback£29.99
    Ebook£24.99
    Print and ebook bundle£37.50
EAN: 9780749478513
Edition: 1
Published:
Paperback
Format: 233x157
208 pages
    About the book
    Table of contents
    Reviews
    Supporting resources

About the book

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.

Strategic Tendering for Professional Services is the winner of the Selling The Dream category in the Business Book Awards 2018.

About the authors

Matthew Fuller

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 (where he also spent time based in Germany), Herbert Smith and currently White & Case. He has run training programmes throughout the world advising partners on proposals best practice. He is a regular contributor at conferences and writes and features in industry media.

More about Matthew Fuller

Tim Nightingale

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). Tim is a regular conference and seminar speaker and has addressed the Law Society, Royal Institution of Chartered Surveyors and PSMG annual conference.

More about Tim Nightingale

Essential reading for those who want to survive and thrive in an increasingly competitive professional services sector.

Tony Williams, Principal, Jomati Consultants LLP