By making a proposal unique – not just recycled – you uphold and strengthen your reputation with the client and what’s more, you prove...Read more about Proposals: How to make them a point of difference, not a point of reference 2023
Points of View
8 things to consider with buyers
What are the key ‘hidden and unspoken’ factors that critically influence buying decisions and how can firms adapt their approach to business development? Here...Read more about 8 things to consider with buyers
There is a memorable short scene in the Disney Pixar film A Bug’s Life which finds two mosquitoes flying close to a blue fluorescent light....Read more about Proposals: How to make them a point of difference, not a point of reference
Points of View
The Professional Services Procurement Conundrum
All business support functions have been on an evolutionary path during the past 30 years but none of these journeys have been written about...Read more about The Professional Services Procurement Conundrum
Points of View
Request for Proposal – 10 tips to maximise success when the odds are stacked against you
In today’s competitive market, there are many reasons why professional services firms might choose not to respond to a Request for Proposal (RFP). They...Read more about Request for Proposal – 10 tips to maximise success when the odds are stacked against you
Points of View
Be honest. Would you buy from you?
The traditional sales model suggests that you identify your target customer’s needs, you judge your capability to deliver against these needs and then you...Read more about Be honest. Would you buy from you?
