Strategic Tendering for Professional Services: Win More, Lose Less, 2nd Edition

  • 5h 10m
  • Matthew Fuller, Tim Nightingale
  • Kogan Page
  • 2022

WINNER: Business Book Awards 2018 - 'Selling The Dream' category (1st edition)

In an increasingly competitive professional services sector, it is vital that firms have an effective tendering strategy. The advantages gained from winning and retaining clients can be transformative, and the cost of losing key tenders can be catastrophic.

Strategic Tendering for Professional Services provides end-to-end best practice guidance, from the crucial decision of which request-for-proposals to respond to, right through to the all important face-to-face presentation and post-pitch follow-up.

Now in its second edition, this practical book captures insights from both sides of the market through interviews with both proposal professionals and decision makers from the client side. Focusing on key considerations, including the need for diversity and inclusion, providing evidence of global citizenship and how public sector pitching differs from the private sector, this book is packed with features and tools to help professionals turn guidance into practice.

Strategic Tendering for Professional Services is the essential guide to improving your pitches, honing your tendering skills and boosting your win rate.

About the Author

Matthew Fuller has 25 years' experience of working in the professional services sector. He has 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. He is a regular contributor at conferences and writes and features in industry media.

Tim founded Nisus Consulting in 1994 with the aim of helping professional services firms become more client focused. In the intervening quarter of a century, Nisus has worked for a wide range of law firms both in the UK and abroad, accountancy firms, management and property consultancies and an international engineering business. He has an MBA from Bayes Business School in London, is a Fellow of the Chartered Institute of Marketing and a full Diploma member of the Market Research Society. Tim is a regular conference and webinar speaker, as well as speaking at numerous partner conferences. He is a co-author of 'Strategic Tendering for Professional Services - Win more, lose less', which won the Marketing category of the Business Book of the Year Awards 2018. Outside of work, Tim is a manic walker, slow runner, sometime cyclist, retired ski guide, house chef and aspiring photographer. He lives just outside London in Surrey.

In this Book

  • Foreword
  • A Book in a Page (Or Two)
  • Introduction
  • The Yes/No Game
  • Listen Very Carefully (To the Client)
  • Diversity and Inclusion
  • Planning to Win
  • We Need to Talk about Procurement
  • Smart Pricing
  • The Art of Writing a Persuasive Proposal
  • Public Sector Pitching
  • Presenting—Closing the Sale
  • Post-Pitch Feedback – If You Don’t Ask, You Don’t Get
  • Technology—A New Competitive Advantage?
  • Where Do We Go from Here?