LESSON 1. Content guidelines introduction
In this lesson we explain why development of a Content Library strategy to improve your compliance and win rates is an important first step in…
LESSON 3. Product and service proposals
In this lesson we lift the lid on how to sell the benefits of your products and services to position them as being the best…
LESSON 4. Service or account management model
The best organisations don’t just supply products and services; they solve customer problems. These organisations place their customer needs at the heart of their business…
LESSON 5. Track record, experience and case studies
In this lesson we build on your service and account management model by drawing upon evidence of your previous supplier or contract performance. We explore…
LESSON 6. Management systems, company policies and procedures
Strategic procurement is more than a transaction and starts by qualifying suppliers before negotiations begin. Demonstrating evidence of your organisation’s maturity of systems and processes is a key…
LESSON 7. Environmental, Sustainability and Governance (ESG) – also referred to as Corporate Social Responsibility
Beyond economics, purchasers increasingly want to understand an organisation’s environmental and social commitments, and how they can help advance social priorities at a community level.…
LESSON 8. Fees, pricing and costing models
When you set out to price a project to win, you must take into consideration your customer, your company information and your competitor’s information. In…
LESSON 9. Executive summaries
The executive summary should never be an afterthought. In fact, a strong executive summary (if you are permitted to include one) – when drafted first…
LESSON 10. Standard contracts
After your bid has been submitted and your contract has been awarded, legal and contractual obligations now come into play. In this lesson we provide…