How can I improve our success rate at competitive tenders?Posted on: September 21, 2000
My book Dynamic practice development – Selling skills and techniques for the professions covers this topic in detail by describing a structured approach to tendering which covers a number of steps. There are also books available on the subject (see FAQ above) – often tailored to specific industries such as advertising or accounting. I have also written an article called “To bid or not to bid?” which I would be happy to send to you if requested. In addition to individual effort, there is much that can be done on a firm wide basis to support those individuals who are tendering. This can be summarised by my diagram:
I do not restrict access to the FAQs but I politely request that you let me know by email and acknowledge the source (www.kimtasso.com) if you wish to use the material anywhere.
As always, if there are particular topics you would like me to address in the future, please let me know. You will also find a source of more and up to date information on a broad range of management and marketing issues in the professions by checking out the blog where I also post regular reviews of books that might be helpful.