Winning New Work
Today's unprecedented economic climate means that tendering and proactive targeting are increasingly important ways of identifying, bidding for and securing work. Since the consultancy was founded (1 June 2009), CRConsulting has helped clients win £10.3million in new business.
Tenders and pitches can take many forms and can come without warning or be long-anticipated. Competition is often fierce. In a tender process, every action (or lack of action) is noted by the buyer and makes an impression.
Many organisations are frustrated by tender processes, the time involved, the stages involved, and the information expected. Tenders need not be "lotteries".
If your business has to tender for work - or, even, pitch informally - are you satisfied with your processes, skills and success rates?
Download the .pdf for a quick tendering health check.
You can also contact CRConsulting for a copy of the latest article on tendering.
Carolyn Roberson Consulting works with businesses in :
- Demystify the tendering process
- Advising and supporting individual tenders through all stages of the tender process: EOI, PQQ, ITT, Presentation/Interview, Debrief
- Reviewing your current approach to tendering and offering enhancements for greater results - a company 'health check' before embarking on tenders and pitches
- Recognising the importance of Corporate Social Responsibility, Diversity, Equality, and other key Policies and ensuring they are sufficiently "fit for tender purpose"
- Conducting internal and external tender debriefs, offering future recommendations
- Delivering skills training and one-to-one coaching from start of process to final presentation
- Sharing knowledge on trends and changes in tendering
Targetting needs to be aligned to business strategy, with a clear focus on the types and sources of new business opportunities. Many organisations have long "wish" lists but are they realistic targets? Do those organisations know they are targets with whom you wish to do business?
The time and cost involved in targeting sources of new business is significant. Effort needs to be focused and maintained, likely needs identified, relationships built up and perceived value demonstrated.
CRC works with businesses to enhance new business targeting by:
- Reviewing current approaches to winning new work and the return on activity, resource and cost
- Creating the framework to pursue targets effectively
- Advising and consulting on live targets
- Conducting external and internal debriefs, offering better/best practice and supporting implementation
- Delivering skills training and one-to-one coaching
"Carolyn has an enviable tender and target record, training scores of professionals and helping them to secure major contracts and appointments. She brings commerciality, solutions, client perspectives, added value and a service ethos."
