Wellington Phone:
+64 6 657 0170
Sydney Phone:
+61 2 9659 1600
Email: jordan@thevoiceofleadership.com
ACADEMY KNOWLEDGE BASE
Don’t Bastardise the ‘Trusted Advisor’ Concept
Turning the ‘Code of Ethics’ Challenge into An Opportunity
How To Ensure An External Focus And Why It’s A Must
Major Projects Delivery
Special Feature
What Type of Listener Are You . . . Or Aren’t You?
‘Win Themes’, ‘Silver Bullets’ & Other Corporate Claptrap
Improve the Impact of Your Proposals with These Time-Tested Writing Principles
Two Key Ways To Be A Better Writer
It’s The Deals You Don’t Do
When Preparing for A Debrief, End With the Start in Mind
Thinking from the Client’s Head: The Starting Point of Meaningful Differentiation
Construction Bid Victories: Price or Compatibility?
The Three Worst Executive Summary Mistakes
In A ‘Too-Tight’ Timeframe, Use Individuals’ Strengths to Your Advantage
Three Reasons ‘Templating’ Is A Bad Practice
Do You Truly “Hear” Your Clients?
Three Reasons Not to ‘Template’ Strategy Formulation
Understanding the Difference Between Tactics and Strategy
The Six Key Practices of A Trusted Advisor
‘Codes of Ethics’, Business Development & Bid Strategy
In A Tight Timeframe, Look to Individuals’ Strengths
Prove Your Points (or They’re Worth Nothing)
The Real Skill Set of A Peak-Performing BD Manager
Escaping the Low-Price Rut
De-Commoditisation:
A Smart Strategy for the Smaller Operator
Pitching NZ PPPs: Creativity vs Cost
Differentiate to Avoid Warring on Price
Small Can Be Beautiful . . . It’s Up to You
Realism is the Best Strategy
How to Succeed At Overseas Bidding
Take Advantage of the Competition’s Arrogance
Exploiting the Advantages of Being Small
Bidding Too Low:
A Fool’s Game
Smashing the ‘Sales Personality’ Myth
Why Engineers Could be More Compelling than the Average Sales ‘Pro’
Don’t Let Your Language Compromise Your Credibility
Fall in Love with Your Destination Through the Prospect’s Eyes
How to ‘De-Commoditise’ Tenders and Proposals
Answer to ‘Commoditisation’ Lies in Providing Well-Researched Customer Solutions
To Produce Top-Quality Bids, Try Uni-Tasking Instead of Multi-Tasking
Grammatical Gaffes to Avoid in Bids
Three Reasons to Avoid ‘Templated’ Thinking
Unusually Tight Timeframe? Capitalise on Natural Talent
Grammatical Malfunctions Don’t Belong in Bids
Multi-Tasking & Bids Don’t Mix
Using Time-Tested Principles to Improve the Impact of Your Proposals
Increasing Your Bidding Smarts
Best Bid-Writing Tips
No. 1 Self-Editing Check Point for Bidders
Move to A New Level of Bidding Smarts
How to Move to A New Level of Bidding Smarts
Make Bids Specific in Every Regard
Your Team’s Grammatical Standards
The No. 1 Way to Strike A Consistently High Bid Win Rate
Nine Ways to Slash the Cost of Bidding
Consistent Success: The Secret’s in the Debrief
How to Achieve Consistent Success in Bidding
The No. 1 Way to Achieve Consistent Success in Tendering
How Important Is Original Thinking When Tendering?
Top Notch Bid Writers Edit Out Wasteful Words
Bid-Writing: Don’t Be Clever. Be Easily Understood.
Creating Compelling Responses to High-Value Tender Calls
Avoid Jargon & Unnecessary “Technicalese” in Bids
Avoiding Jargon & Unnecessary Technicalese
If the Bid’s Critical, Match the Personality to the Objective
Substantiate Your Claims
Why Engineers Could be More Compelling than the Average Sales Pro (or the Professional Bid Writer)
Tips for Making Your Bid-Writing Work
Sometimes It’s the Deals You Don’t Do
How ‘Meaningless Mumph’ Does a Bidder Harm
Part Three: Tips for Creating Compelling Proposals
Part Two: Tips for Creating Compelling Proposals
Part One: Tips for Creating Compelling Proposals
Are Your Bids Full of It?
Take ‘Cultural Fit’ Seriously When Bidding
Do Not Enter
Old-School Selling Doesn’t Cut the Mustard in the New World
The Mining Dilemma: There May Well Be An Answer
Sometimes, It’s the Deals You Don’t Do
Three Good Reasons to Drop the Know-All Attitude
