Matthew Fuller, Tim Nightingale

Strategic Tendering for Professional Services (eBook, ePUB)

Win More, Lose Less

• Format: ePub

Produktbeschreibung

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.

Produktdetails

• Verlag: Kogan Page eBook
• Seitenzahl: 280
• Erscheinungstermin: 3. März 2022
• Englisch
• ISBN-13: 9781789668452
• Artikelnr.: 63526717

Autorenporträt

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.

Inhaltsangabe

Chapter
01: Introduction; Chapter
02: To pitch or not to pitch?; Chapter
03: What does the client want?; Chapter
04: Diversity; Chapter
05: Planning to win; Chapter
06: The procurement predicament; Chapter
07: Smart pricing; Chapter
08: Global citizenship; Chapter
09: Writing success; Chapter
10: Public sector pitching; Chapter
11: Presenting to win; Chapter
12: Following up and post pitch feedback; Chapter
13: Technology and tools; Chapter
14: There has to be a better way

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• • Chapter - 01: Introduction;
  • Chapter - 02: To pitch or not to pitch?;
  • Chapter - 03: What does the client want?;
  • Chapter - 04: Diversity;
  • Chapter - 05: Planning to win;
  • Chapter - 06: The procurement predicament;
  • Chapter - 07: Smart pricing;
  • Chapter - 08: Global citizenship;
  • Chapter - 09: Writing success;
  • Chapter - 10: Public sector pitching;
  • Chapter - 11: Presenting to win;
  • Chapter - 12: Following up and post pitch feedback;
  • Chapter - 13: Technology and tools;
  • Chapter - 14: There has to be a better way

Rezensionen

"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." David Morley, Former Senior Partner, Allen & Overy, (2008-16); Head of Europe, CDPQ (2021-)