Published Articles

Creating Compelling Responses to High-Value Tender Calls

Australian Concrete Construction

03-Jul-2014

Creating Compelling Responses to High-Value Tender Calls

Jordan Kelly rolls out eight "golden rules" to guide your bid-writing efforts.

View PDF of the article.

View the online article.

Avoid Jargon & Unnecessary "Technicalese" in Bids

The Main Report (New Zealand)

27-Jun-2014

Avoid Jargon & Unnecessary "Technicalese" in Bids

Bid strategist and writer Jordan Kelly says the No. 1 rule for avoiding jargon and unnecessary "technicalese" is to remember that, when it comes to communicating with a client, it's always - ultimately - about them, not about you.

View PDF of the article.

View the online article.

Avoiding Jargon & Unnecessary Technicalese

Western Australian Transport Magazine

20-Jun-2014

Avoiding Jargon & Unnecessary Technicalese

Writing in the language of your customer or client is not only a considerate manner in which to present a concept or proposal, it's also one that - all else being the best it can be - sends out a positive message.

View PDF of the article.

View the online article.

If the Bid's Critical, Match the Personality to the Objective

The Main Report

06-Jun-2014

If the Bid's Critical, Match the Personality to the Objective

One of the most intelligent moves a bidder can make in a critical, highly competitive bidding race is to be strategic in its selection of the specific individuals who will perform client-facing, information-gathering roles during the pre-contract phase.

View PDF of the article.

View the online article.

Substantiate Your Claims

The Main Report (New Zealand)

30-May-2014

Substantiate Your Claims

Don't rely on unsubstantiated, unquantified claims in your EOI, RFP and RFT responses.

Here's a timely excerpt from Jordan Kelly's latest book release, '50 Essential Bid-Writing Tips: Must-Know Standards, Methods & Insights for Writing Compelling Bids, Tenders and Proposals'.

View PDF of the article.

View the online article.

Make Your Bid-Writing Work

Western Australian Transport Magazine

26-May-2014

Make Your Bid-Writing Work

In conjunction with the release of her latest book, bid strategist and writer Jordan Kelly has provided WATM with the following series of tips for creating compelling responses to high-value tender calls.

The following advice is drawn from '50 Essential Bid-Writing Tips:  Must-Know Standards, Methods & Insights for Writing Compelling Bids, Tenders and Proposals'.

View PDF of the article.

View the online article.

Why Engineers Could be More Compelling than the Average Sales ‘Pro’ (or the Professional Bid Writer)

Project Management World Journal

25-Apr-2014

Why Engineers Could be More Compelling than the Average Sales ‘Pro’ (or the Professional Bid Writer)

Engineers and their colleagues in similarly “technical” disciplines within the broader infrastructure sector have been done a grave disservice. 

Frequently, that disservice has been delivered by educators and consultants who have been called in to instill them with bid-writing, business development, or sales and other marketing-related skills. Often, these “experts” have adopted a pre-conceived position that engineers and their ilk aren't particularly good “salespeople”. 

Not so, says Jordan Kelly.

View PDF of the article.

View the online article.

Tips for Making Your Bid-Writing Work

Construction Digital (UK, Mainland Europe & US)

24-Apr-2014

Tips for Making Your Bid-Writing Work

To accompany the release of her latest book, bid strategist and writer Jordan Kelly has provided Construction Digital with the following series of tips for creating compelling responses to high-value tender calls.

(Kelly has just released her latest book, 50 Essential Bid-Writing Tips:  Must-Know Standards, Methods & Insights for Writing Compelling Bids, Tenders and Proposals, featuring a pithy articulation of her best bid-writing advice.)

View PDF of the article.

View the online article.

Prove Your Points (or They're Worth Nothing)

Western Australian Transport Magazine

24-Mar-2014

Prove Your Points (or They're Worth Nothing)

One of the most fundamental mistakes bidders make when answering a call for Expressions of Interest or Requests for Proposal, is submitting a response that's full of unsubstantiated claims. Too often, a statement is made in an EOI or RFP response that offers no substantiation, no demonstration of its accuracy.

View PDF of the article.

View the online article.

Small Can Be Beautiful . . . It's Up to You

Western Australian Transport Magazine

26-Feb-2014

Small Can Be Beautiful . . . It's Up to You

Here's a message of hope and encouragement for any SME (Small or Medium-Sized Enterprise) going up against corporate competitors in a bidding process: There are some inherent, universal advantages in being small.

View PDF of the article.

View the online article.