Bid Strategy

De-Commoditising through Superior Client Knowledge & Bid Documentation

Of all industries, the transport sector is arguably one of those...

Client & Competitor Intelligence: Your Best Sources Might Be Closer Than You Think

If you’re after behind-the-scenes information on your target client or your...

Thinking from the Client’s Head: The Starting Point of Meaningful Differentiation

Prominent social commentator of the Victorian era, John Ruskin, famously observed:...

Don’t Let Your Language Compromise Your Credibility

“You have to think for yourself. It always amazes me how...

Why You Should Take Cultural Alignment – and Misalignment – Seriously

One of the less tangible, less immediately "visible" reasons for the...
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7 Signs of Weakness in Bid Leadership

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Transport Operators Have A Dire Need to Differentiate

For years, the booming Western Australian economy – in...

De-Commoditisation: A Smart Strategy for the Smaller Operator

In my last column I stressed the importance of...