The Hook

Communication plays a direct role in helping organisations compete more aggressively in a complex and competitive landscape. We share our insights into how communication tools are currently being applied in the world of marketing and business development.

The difference between bids, tenders and proposals

Are you resourcing a tender or bid team?  Need a proposal writer?  A bid manager…no, maybe a tender manager.  If you are confused with the mix of terminology used by procurement and business development professionals you are not alone. Here we explain the difference between bids, tenders and proposals with a straight forward list of definitions…

What’s the difference between an EOI, RFP, RFT and RFQ?

What’s the difference between an EOI, RFP, RFT and RFQ?  If you’re confused by the plethora of terms around bid management, tender consulting, proposals and the equally confusing list of acronyms related to procurement you’re not alone. The various acronyms used in the procurement process has a lot to do around the buyer’s readiness to purchase….

The role of the bid manager – a transformational change

Do a search on job boards, LinkedIn and Google, and you’ll soon see that the procurement and business development profession – and the way in which services are procured and delivered, are undergoing a transformation. While the tender (or bid) manager traditionally represented the organisation through words, the profession’s responsibilities – and role titles –…

The new look business development team

In the professional services sector, Business Development Managers have long been expected to balance the many expectations of managing client acquisition strategies, client relationship marketing and pursuit management, including leading the tender function.  More recently, business development teams have begun restructure, with the hiring of dedicated bid managers and coordinators in the realisation that tenders…

The value of a business capability statement

Many of us have come to realise that contracting is all about relationship development.  And while relationships lie at the heart of business success, when we need to market to a new prospect, how can we open the door to start building a relationship? A capability statement* is an effective means of doing this because…

Organisational alignment – ‘on-boarding’ and aligning the stars

by Nyree McKenzie Heading to Harvard – Lessons Shared from Harvard Business School’s “Leading Professional Services Firms“ program. ALIGNING STRATEGY, ORGANISATION AND PROFESSIONALS Manager: What can I do to get our people’s hearts, heads and souls to be 100% committed to the business? Staff member/s: He promised me intellectual work but hasn’t delivered. I get…