It’s quite common in smaller businesses for salespeople and account managers to take care of their own proposals, with not much in the way of centralised oversight.
It often seems like the quickest and easiest way to get things done – but there are potentially some serious drawbacks. For one thing there’s no bid library to make the process quicker and more consistent. And there’s no process for checking the quality of proposals before they go.
No surprise that businesses like this usually waste a lot of energy on unsuccessful bids.
Continue reading “Proposals and Tenders – the Case for Centralised Control”
Pitching for bigger value contracts in the public or private sector means getting involved with formal tendering. Significant challenges and opportunities lie ahead when your business goes down this route. There are significant risks too.
Every contract you tender for entails effort – and plenty of it! If you can’t secure an acceptable win rate the profit you earn won’t be worth the work you have to put in.
Continue reading “How do you Improve your Tender Win Rate?”