- Offers an end-to-end guide to tendering, from deciding on request-for-proposals to creating successful client presentations and managing post-pitch debriefs
- Includes practical tools and features on getting behind the brief, pricing and negotiation, structuring a compelling pitch document and using technology to become more efficient
- Captures insights from both sides of the tendering process through new research and interviews with partners, bids managers, clients and procurement professionals
- New to this edition: content on the need for diverse teams, remote working and how to succeed at public sector pitching
- Debunks common myths about tendering, for example that firms win or lose based only on price
Strategic Tendering for Professional Services
Win More, Lose Less
Improve your pitches and overall tendering process with this practical guide to winning bids in professional services firms.
Key features at a glance
EAN: 9781789668445
Edition: 2
Published:
Format: 230x150
280 pages
About the book
WINNER: Business Book Awards 2018 - 'Selling The Dream' category (1st edition)
In an increasingly competitive professional services sector, it is vital that firms have an effective tendering strategy. The advantages gained from winning and retaining clients can be transformative, and the cost of losing key tenders can be catastrophic.
Strategic Tendering for Professional Services provides end-to-end best practice guidance, from the crucial decision of which request-for-proposals to respond to, right through to the all important face-to-face presentation and post-pitch follow-up.
Now in its second edition, this practical book captures insights from both sides of the market through interviews with both proposal professionals and decision makers from the client side. Focusing on key considerations, including the need for diversity and inclusion, providing evidence of global citizenship and how public sector pitching differs from the private sector, this book is packed with features and tools to help professionals turn guidance into practice.
Strategic Tendering for Professional Services is the essential guide to improving your pitches, honing your tendering skills and boosting your win rate.
About the authors
Matthew Fuller is Head of Business Development, Americas & EMEA at White & Case, based in London, UK. He has led global business development and marketing teams at Allen & Overy and Herbert Smith, and 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). He is based in Kent, UK.
In essence, this book is for partners, directors, associates, BD professionals, those working in-house and anyone working in professional services firms who want to win more pitches or manage the process more time and cost effectively. The first edition was a hit and won an award at the 2018 Business Book Awards. And this second edition brings it bang up to date.
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