Successful Tendering for Professional Services 101

Successful Tendering for Professional Services 101

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Competitive bidding for work is a long-established aspect of business within the professional services and consulting sector. For many markets, pitching has become a critical element of both attracting and retaining business.

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Published 16 July 2017
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Successful Tendering for Professional Services 101 Competitive bidding for work is a long-established aspect of business within the professional services and consulting sector. For many markets, pitching has become a critical element of both attracting and retaining business. Combating clients' demands and intense competition, firms that want to win and retain business need business development and marketing teams that are experts in creating compelling proposals.Available 3rd March 17 RRP: £29.99 Strategic Tendering for Professional Servicesoffers a masterclass in improving yourISBN: 9780749478513 pitching skills and processes. Drawing on insights from current pitch and proposal professionals and client-side procurement teams, this book provides end-to-end best practice guidance. From the crucial decision of which request-for-proposals (RFPs) to respond to, right through to the all-important face-to-face presentation and post-pitch follow-up, this practical handbook leads readers through all stages of the process on best practice and strategies for success. Packed with practical features to help readers put guidance into practice,Strategic Tendering for Professional Servicesalso supports business-wide improvement with a clear analysis of the processes and systems available to support pitch assembly and reporting. Whether you are a bid and proposal professional looking for extra tools, a business development or marketing manager providing support and expertise to partners, or a professional wanting to improve pitching skills, this book will be key to winning opportunities that will set the firm apart. Giving advanced praise for the bookTony Williams, Principal, Jomati Consultants LLPsaid thatStrategic Tendering for Professional Servicesis͞Essential reading for those who want to survive and thrive in an increasingly competitive professional services sector.͟Meanwhile,Graham Vinter, Senior Counsel, Gibson Dunn & Crutcher and former GC of BG Group PLCsaid͞You may think that your sheer brilliance and reputation in the market - either as a firm or as an individual - wins you work. If you think that, prepare to be destroyed by anyone who has read this book.͟Professor Marc Salomon, Dean University of Amsterdam Business Schoolalso commented͞This is exactly the book that the market is missing! A very well structured, pragmatic and complete overview of best practices in pitching.͟Simon Slater, CEO, Thomson Snell & Passmorestates͞This ďook should ďe the oŶlLJ port of Đall for all professioŶals involved in tendering. Brace yourself for a brave new world in which Matthew Fuller and Tim Nightingale reinvent the 'pitĐh'.͟About the authors:Mattheǁ aŶd Tiŵ haǀe ŶearlLJ 50 LJears’ edžperieŶĐe of ǁorkiŶg for professioŶal serǀiĐes firŵs.Matthew Fullerhas led global business development and marketing teams at Allen & Overy (where he also spent time based in Germany), Herbert Smith and currently White & Case. He has run training programmes throughout the world advising partners on proposals best practice. Tim Nightingaleis a founding director of Nisus Consulting, providing market research and client insight services to the professional services sector. He is a Fellow of the Chartered Institute of Marketing, a full member of the Market Research Society and a member of the Professional Services Marketing Group (PSMG). About Kogan Page:Kogan Pageis the leading independentbusiness book publisherof specialist professionalbusiness booksand content with over 900 titles iŶ priŶt. Its authors Đoŵe froŵ soŵe of the ǁorld’s ŵost prestigiousacademic institutions, international commercial organisations or professional associations in Leadership, Management, Marketing, Branding, Human Resources, Coaching, Logistics, Entrepreneurship and Careers.