'The Bid Strategist' Collection

By Jordan Kelly

Special industry-specific issues from the archives of The Bid Strategist.

Understanding Your Client's Value Discipline Is As Important As Knowing Your Own Understanding Your Client's Value Discipline Is As Important As Knowing Your Own (297 KB)

In this issue of The Bid Strategist, Jordan Kelly investigates the latest thinking on value disciplines ... and how corporations are being forced to narrow their focus in order to gain, or retain, market leadership.

De-Commoditising Logistics: Switched-On Transporters Can Rise Above the Commodity Rat Race De-Commoditising Logistics: Switched-On Transporters Can Rise Above the Commodity Rat Race (302 KB)

With constantly increasing competition pushing logistics providers towards a defensive and undifferentiated market position, it’s worth taking a moment to view the solution from the customer’s perspective.

Winning RFPs & RFTs: There’s No Second Prize ... So Heed Seasoned Advice Winning RFPs & RFTs: There’s No Second Prize ... So Heed Seasoned Advice (276 KB)

Henk Joustra has a sense of humour. He has to. Spending months evaluating responses to 400-page Request-for-Tender documents can be about as much fun as respondents have answering them.

“Context and Criteria” Make the Match “Context and Criteria” Make the Match (255 KB)

A veteran legal adviser on Government tender processes for asset sales, human services, privatisation and IT contracting, Blake Dawson Waldron's Elizabeth Johnstone has seen the best and the worst of RFP, RFT and RFQ responses.

High-Stakes Communication: Invest Your Time Where It Counts High-Stakes Communication: Invest Your Time Where It Counts (454 KB)

(Part 1)

The importance of investing time in developing a strategy for a high-stakes communication piece – before putting pen to paper – can’t be overstated.

High-Stakes Communication: Invest Your Time Where It Counts High-Stakes Communication: Invest Your Time Where It Counts (454 KB)

(Part 2)

In a recent issue, I interviewed senior analysts from four of Australia’s highest-profile research houses. One of their key admonitions for fund managers seeking to “break the ice” with analysts was: “Don’t give us the slick and polished PR prose.”