Win more
business series

Start with some top tips on ‘Write winning proposals’, ‘Nail the presentation’, and ‘Negotiate your fees’ for all skill levels.

Three 90-minute sessions, one each week for three weeks covering:

• Respond to a tender
• Nail the presentation
• Negotiate your fees

Respond to a
tender

Assess the opportunity, manage the process, and produce a persuasive response.

• Identify when to bid – Recognise what a real opportunity looks like
• Prepare for the bid – Manage resources, progress meetings, responsibilities, timings
• Outline a persuasive structure – Follow an order that is rooted in psychology
• Communicate with the client – Ask questions early, build relationships, and remain visible between tender submission and decision
• Get feedback – Find out why you lose AND why you win

Write winning
proposals

Improve your structure, persuasive writing, and demonstrate value.

• Assess your writing style – Remove corporate and technical jargon, passive tense, and non-committal terminology
• Correctly order the bid document – Structure your content to match your audience and understand how to write persuasively
• Keep it simple – Understand writing style and what make it easier to read
• Focus on your client – Uncover their issues and desired outcomes to offer a compelling solution and the right experience
• Identify your differentiators – Focus on the ones that are relevant
• Demonstrate value – Justify and explain your fee
• Make a document bespoke – Make the important points stand out, help the client to navigate through sections easily so that they absorb and retain the content

Nail the
presentation

Communicate with the client, understand your audience, and use appropriate visual aids.

• Contact with your client before the presentation – Find out what you need to focus on
• Understand your audience type – Persuade different people in different roles
• Set a persuasive structure – Focus on them first and you second
• Use appropriate visual aids – Keep your audience engaged
• Close the pitch – Agree next steps and actions
• Follow up – Keep in touch

Negotiate your fees

Give options, explain your fee, and negotiate to demonstrate value.

• Understand who cares about the fee – Break down your fee structure to reflect your audience/reader type
• Give options – Reduce their negotiation with you by offering more than one fee structure
• Explain your fee – Help them understand your fee so that you win on value
• Negotiate back – Hold your position so that you don’t give too much away

Identify why they should appoint you

Review feedback, identify your differentiators, and focus on your client.

• Review feedback on current/recent projects – Understand why clients choose you and what value you bring over your competitors
• Identify what makes you different and better – Make sure they are differentiators that client wants and needs
• Focus on your client – Understand their challenges/issues/problems and identify their objectives/goals/outcomes