Strategic Tendering for Professional Services

Beschreibung

Improve your pitches and overall tendering process with this practical guide to winning bids in professional services firms.
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.
Offers an end-to-end guide to tendering, from deciding on request-for-proposals to creating successful client presentations and managing post-pitch debriefs
Includes practical tools and features on getting behind the brief, pricing and negotiation, structuring a compelling pitch document and using technology to become more efficient
Captures insights from both sides of the tendering process through new research and interviews with partners, bids managers, clients and procurement professionals
New to this edition: content on the need for diverse teams, remote working and how to succeed at public sector pitching
Debunks common myths about tendering, for example that firms win or lose based only on price

Autor*in

Matthew Fuller
Matthew Fuller has 25 years' experience of working in the professional services sector. He has led global business development and marketing teams at Allen & Overy (where he also spent time based in Germany), Herbert Smith and currently White & Case. He has run training programmes throughout the world advising partners on proposals best practice. He is a regular contributor at conferences and writes and features in industry media.

Themen in »Strategic Tendering for Professional Services«

Pitching client brief procurement business development pricing negotiation presentation skills public sector diversity

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"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."
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"For too long it has been a case of General Counsel on the one side and private practice lawyers pitching or responding to tenders on the other with a whole load of assumptions and miscommunication in between. This book delves deep to answer the questions that don't get asked early enough in the process if at all, and that, if the parties fully understood and aligned on, would make for enduring and fruitful partnerships."
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"Pitching is a skill. It is an essential skill for a lawyer. This book will improve pitching skills. Frankly, you would be foolish not to read, assimilate and practice the advice it contains."
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"Strategic tendering or pitching has never been more important - in fact, it has to be the number one focus for firms and BD professionals who really want to make a difference. A wonderfully insightful book written by authors who really do get it."
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"This book is a recommended read for all those involved in competitive pitching in professional services and other markets. Its secret is to provide simple and practical guidance on the essential issues, backed and supported with concrete examples from real people in the real world."
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"This is a very well researched and thoughtful guide for all those involved in the purchasing and provision of legal services. The holistic approach taken is market leading in every respect."
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"I can't count now many times lawyers and others have asked me for clear, relevant, practical guidance on their tendering efforts - and here it is. Essential reading for those focused on their businesses, their clients and their own careers. Goes without saying - highly recommended."
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"This new edition neatly summarises best practice behaviours, is informative and easy to read, packed with useful tools and tips. I think this it is an invaluable read for anyone wanting to win more work in professional services in 2022 and beyond."
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