Industry-Specific

The Inherent Power of Collaborative Contracting in Major Projects Delivery

JORDAN KELLY, bid strategist,coach and author, wroteCracking the VfM Code: Howto...

How to Convert Features Into Project-Relevant Benefits

In a challenge workshop I held recently for a meeting of...

Protecting Intellectual Property in the Collaborative Bidding Process

One aspect of collaborative contracting processes that poses a potential threat...

Smashing the ‘Sales Personality’ Myth

Why engineers could be more compelling than theaverage sales ‘pro’ (or...

Construction Bid Victories: Price or Compatibility?

While I’m known in the public infrastructure sectorfor my specialisation in...
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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...