Tenders, Proposals and Pitches Guidance

Leadership Stage Law Solutions Tenders, Proposals and Pitches Guidance 
                              - Thiyagarajakumar Ramaswamy

“We think that by virtue of being good law solutions consultant, we can effortlessly turn our hand to selling our services. That misconception disappears the minute Thiyagarajakumar Ramaswamy becomes involved.

The result?  
For us retaining or winning new clients in every tender where we have worked with him from day one, and this firm will continue to seek Thiyagarajakumar Ramaswamy’s help with all of our tender responses. He also remains a very useful sounding board for ideas on how to develop our business with the final concept being far superior to the initial idea.”

- Partner, Litigation

The most depressing sentence in the English language (with the possible exception of, “I sentence you to death.”) is probably, “Sorry, you came a close second”.

Tendering and pitching are both art and science. The nuts and bolts of the proposition need to be right: people, price, sector experience, location, structural and financial robustness, and so on. But though clients think they buy professional services analytically, to a surprising extent still they buy with their hearts. Many great propositions have been shredded because the pitch team failed to demonstrate empathy, a clear understanding of client need and their personalities.

Too often, the language of tender responses is arid and stilted. It generates in the reader less a feeling of inspiration and enthusiasm than a loss of the will to live.

With more than 16 years experience of successfully guiding firms win work through tenders,proposals and pitches, you've come to the right place for the help you need.

Our experience ensures you get the core of what you need, without all the fluff. The refinement that has occurred over all these years can now be passed onto you and your team.

If you are struggling to win work through tenders because:

  • You haven't received detailed feedback and aren't clear about where you need to improve
  • You don't have clear acceptance procedures around which tenders are viable
  • You don't have an overarching business development growth strategy
  • Your brand messaging is inconsistent, weak or non-existent
  • You are trying to be all things to all people
  • You don't have a dedicated team to provide a polished product
  • You have more text than you know what to do with
  • You are expecting professional people to sell without teaching them how to                                                                  ...then we can help with our 3 Leadership Stage  process.

Leadership Stage Process 1 - See where you're at
We will work with you to:

  • Complete a Business Development Audit, which will cover:
  • Your BD strategy
  • Your tender process
  • Your document management
  • Your pitch guidance process
  • Your follow-up after the win/loss
  • Undertake a full review of your best and worst tender submissions - including Government tenders and private enterprise for strength and weaknesses
  • Assess your brand strength in your written and oral submissions
  • Determine the skills of your 'sales' team that are included in the pitch and if they require up skilling
  • Review your value propositions and how these are developed

Leadership Stage Process  2 - Walk you through a live one
Where required, we will:

  • Develop new methods, processes and structure to enhance and grow your business development program
  • Work with you to write several of your key tender submissions and walk you through the process on a live prospect. Then we will follow-up the win/loss and get the feedback you need!
  • Prepare the fundamental sections of tenders that are required regularly
  • Create easy to use templates that ensure your brand is consistently represented cleanly and clearly
  • Formalise your BD strategy one a page (no folders that sit on shelves or shut away in desks!)

Leadership Stage Process 3 - Train and Guide on new skills for long-lasting results

  • Communicate your BD strategy and tender process internally
  • Train your senior team members on the art of tender writing; how to determine a unique selling proposition for each tender, how to write a winning executive summary, how to present fee options that clients find appealing, how to write to show you can add value.
  • Pitch coaching - learn how to sell yourself, your organisation, your skills, your colleagues and the services you are pitching for
  • Work with your best 'sales' people to help them mentor others

Bid strategy
Winning a tender is more than just putting together a killer presentation and offering your best price. Leadership Stage Law Solutions can assist with assessing the tender requirements to discover what their real need are, analysing the strategic fit between your respective organisations, reviewing the competitor landscape and host of other factors that can be used to develop a competitive advantage. Sometimes this results in deciding if you should be even tendering in the first place.

Tender document design
We have assisted many clients to improve the presentation of their tenders by designing the tender response package. We are skilled at producing customised covers, spine lables and dividers and content that is consistent with your corporate image and branding. Irrespective of whether the response is required in hard copy, electronic version (or both)Leadership Stage Law Solutions can design a winning package.

Business pitches
Leadership Stage Law Solutions has worked as part of our client’s bid team pitching for a game changing project opportunity where the tenderer has requested a formal pitch. We helped to develop a stand-up presentation and coached each player on their respective roles in the pitch. We have also assembled high quality presentation graphics and handouts.

Proposal writing
Tenders and proposals can be time consuming. Leadership Stage Law Solutions provides an outsourced service to provide the heavy lifting to get through the tender response process. We are skilled at writing appropriate responses to the myriad questions that are often a feature of detailed tender documents. We are very experienced at writing appropriate responses that require detailing management systems and compliance, skilled at drafting capability statements, corporate profiles, as well as explaining technical details.

Tender polishing
We don’t have to be involved from start to finish. We have worked on many bids, proposals and pitches where have been asked to review the final product and provide editing to improve written word, graphics and to provide final proof reading.

Tender processes and management

Rather than wait for your next important bid, why not start talking to us early? We provide a consulting service to review your organisations design, estimating and bidding processes with the aim of improving your average hit rate for winning tenders. Having an efficient organized approach to bidding and managing the opportunity pipeline (or sales funnel) is the secret to improving your batting average.

Pitch Guidance
We will work with you and your team to prepare you for the pitch you really want to win!

We can help you at any stage:

  • through the tender process
  • once you have submitted your tender/proposal
  • once you've been advised of an interview

We will work with you to:

  • determine who needs to attend the interview
  • the strategy for the interview - who leads, which messages are most important, how to interact seamlessly, how to present key parts of your tender, which questions to ask and how to handle difficult questions and most importantly, how to sell your organisation and your people.
  • determine the physical and visual side of the presentation and what props are suitable
  • rehearse, rehearse and rehearse
  • debrief following the interview
  • provide any feedback through the process to your team to help people improve for your next opportunity.

Today, I work closely with my clients pitch teams on major tenders; I provide strategic advice on overall approach and pricing, am involved extensively in drafting, provide presentation training and give the team support at every stage of the process. The hit rate remains gratifyingly high.

If you would like to discuss without obligation and in confidence how I can help you, please email me at t@leadershipstagelaw.com

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