Published Articles

How To Ensure An 'External Focus' And Why It's A Must

West Australian Transport

06-May-2016

How To Ensure An 'External Focus' And Why It's A Must

C-suite executives generally work on the assumption that the organisation's various departments and its key people have their fingers on the pulse of their customer bases, as well as that of the marketplace in general.

That's not always the case in reality, writes bid strategist, Jordan Kelly.

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It's The Deals You Don't Do

West Australian Transport

23-Jan-2016

It's The Deals You Don't Do

I've seen numerous companies insist on investing huge resources in a bid they didn't have a chance of winning. And most times the bidder knew it.

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Improve the Impact of Your Proposals with These Time-Tested Writing Principles

West Australian Transport

05-Dec-2015

Improve the Impact of Your Proposals with These Time-Tested Writing Principles

Journalism offers many principles that a bid writer may valuably heed.

Bid strategist and coach Jordan Kelly cut her teeth in a variety of journalistic positions. She outlines some useful practices "journos" employ to grab and hold the reader's attention.

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In A ‘Too-Tight’ Timeframe, Use Individuals’ Strengths to Your Advantage

Construction Engineering Australia

29-Oct-2015

In A ‘Too-Tight’ Timeframe, Use Individuals’ Strengths to Your Advantage

When you’re under the pump with a short submission timeframe, your best default strategy for getting a top-notch bid out the door in good time and with the least stress possible is to “go with the current” in terms of people’s natural talents.

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Three Reasons Not to 'Template' Bid Strategy Formulation

The Main Report (New Zealand)

27-Sep-2015

Three Reasons Not to 'Template' Bid Strategy Formulation

Bid strategist Jordan Kelly says there's an endless list of reasons why relying on templates is highly inadvisable when responding to EOIs and RFPs.

 

It's an equally bad practice to try to produce your informing bid strategy using a template approach. Here are three reasons why.

 

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'Win Themes', 'Silver Bullets' & Other Corporate Claptrap

West Australian Transport

25-Sep-2015

'Win Themes', 'Silver Bullets' & Other Corporate Claptrap

May operatives in the bidding space bang on about 'win themes' and 'silver bullets'.

 

But a win theme isn't something a bid team sits around, chews the fat over and "comes up with" (which isn't to say that that's not what many think it is).

 

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Three Reasons 'Templating' Is A Bad Practice

West Australian Transport

17-Sep-2015

Three Reasons 'Templating' Is A Bad Practice

There's an endless list of reasons why relying on templates is highly inadvisable in high-value tenders and proposals . . . and the advisability of adopting an "anti-template" policy is just as pertinent to bid strategy formulation, as it is to the production of the end submission.

 

Bid strategist Jordan Kelly explains.

 

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Two Key Ways To Be A Better Writer

The Main Report (New Zealand)

21-Aug-2015

Two Key Ways To Be A Better Writer

Bid strategist and coach Jordan Kelly shares two of the best ways to sharpen your writing skills.

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Don't Bastardise the 'Trusted Advisor' Concept

Construction Engineering Australia

15-Aug-2015

Don't Bastardise the 'Trusted Advisor' Concept

The business development team that treats this concept as a verb rather than a currently fashionable noun will find that, over time, the practice pays significant dividends . . . both when pursuing new business and when endeavouring to satisfy existing customers and clients.

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What Type of Listener Are You . . . Or Aren't You?

Western Australian Transport Magazine

13-Aug-2015

What Type of Listener Are You . . . Or Aren't You?

Listening and hearing aren't always the same thing. Sometimes they are, but often they're not. It depends on the orientation and attitude of the "listener", says bid strategist, Jordan Kelly.

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