Win More Bids: The Power of Effective Reviewing

Learn how a structured 3-stage review process (Pink, Green, Red) can transform your proposals, catch issues early, and lead to consistent wins.

In this episode, Jeremy is joined by Rebidding and Recapture expert Nigel Thacker to talk all things winning deals again and landing and expanding.

This often-missed step is crucial for crafting compelling, consistent proposals that score maximum points. Learn why 80%+ of organisations miss out on this vital practice and how mastering it can give you the winning edge, even on multi-billion dollar deals.

As well as looking at the APMP Capture Practitioner exam requirements and techniques, we also worked together to understand the application of Capture Planning within the Rullion business environment, which has been hugely valuable.

Compelling CVs are critical to winning bids. Confidence and trust come from personal experience and demonstrating value, not just a list of past achievements. A CV should be easily digestible, allowing you to quickly assess the candidate’s suitability.

Vanessa joined Jeremy on our business growth program last year taking part in training sessions and content delivery across the sales funnel. She particularly found our training and conversations around key account management, capture and bid writing insightful.

We want to get to a place with your bids and proposals where you submit the most beautifully written CVs that nobody ever reads - because they know and trust your people. 

In this episode, Jeremy joins us from the car on a long drive home with a solo chat through our thinking on joining the dots through your funnel to optimise growth and returns.

Everyone is time poor. Are people really reading all of your tender submission content? In the public sector maybe, in the private sector - probably not.

In these time poor times, it's super important that we engage the reader and that we're as efficient as possible in getting our message across. So how do we make our content come alive within the constraints we've got?

Cast is a fast-growing fit out contractor and furniture provider. Jeremy provides strategic advice and coaching to the board on growth and winning work, as well as support for specific go-to-market and capture initiatives.

Procurement people often tell us that they’re robots - that everything’s black and white, and that if you write the perfect bid you’ll win the deal. But that’s just not true. Humans make emotional decisions, and then crowdsource data to back up those decisions. So, if you attack them in clarifications and make them look silly - when they come to read your bid and score it, they’re going to start with a low score in mind.

In this episode, Jeremy is joined by expert procurement lawyer Rebecca Rees from Trower & Hamlin to pick through the New Procurement acts implementation, its first 60 days and where it might go from here.

If you’re prepping for UKREiiF and not quite sure how you should be tackling it from a marketing and business development perspective, well, you’re in luck!

Ayo Abbas and I held a very special webinar with none other than UKREiiF MD Nathan Spencer about how you can get the most out of your time at the conference.

A key aspect of positioning is to research an opportunity thoroughly - understanding as much as possible about the prospect, the opportunity, and the environment surrounding it is vital to successful engagement.

In this episode, Jeremy talks to defence construction project management veteran Kevin de Groot about what good looks like in delivery and in winning work in the defence sector.

Understanding what the profile of your ideal or perfect client looks like is imperative to steering your business effectively towards success.

First of all, watch out - clients and customers are not the same thing.

Jeremy led the rejuvenation of the global bids and pursuit function of EC Harris and then its integration with Arcadis, developing processes and training leaders and fee earners in best practices still used today.

Make sure you've got a robust bid plan in play on your bid. Whether you're a professional bidding person or whether you're going it alone or working in a smaller business that doesn't have bidding professionals – an absolutely critical enabler when it comes to successful bidding is having a bid plan.

In this episode, Jeremy talks to sales expert and entrepreneur Dan Newton about taking a structured funnel approach to growing B2B/B2G organisations and Dans new initiatives in the sales and schools estates spaces.

In the end game of the competitive bidding phase, it is crucial to acknowledge that biases are inherent in human behaviour. Our biases influence our decision making, particularly optimism bias. Humans tend to underestimate the effort required for tasks like writing bids or bid qualifications and overestimate their chances of winning.