Competitive bidding for work is a long-established aspect of business within the professional services and consulting sector. For many markets, pitching has become a critical element of both attracting and retaining business. Combating clients' demands and intense competition, firms that want to win and retain business need business development and marketing teams that are experts in creating compelling proposals. Strategic Tendering for Professional Services  offers a masterclass in improving your pitching skills and processes.Drawing on insights from current pitch and proposal professionals and client-side procurement teams, Strategic Tendering for Professional Services provides end-to-end best practice guidance. From the crucial decision of which request-for-proposals (RFPs) to respond to, right through to the all-important face-to-face presentation and post-pitch follow-up, this practical handbook leads readers through all stages of the process on best practice and strategies for success. Packed with practical features to help readers put guidance into practice, Strategic Tendering for Professional Services also supports business-wide improvement with a clear analysis of the processes and systems available to support pitch assembly and reporting. Whether you are a bid and proposal professional looking for extra tools, a business development or marketing manager providing support and expertise to partners, or a professional wanting to improve pitching skills, this book will be key to winning opportunities that will set the firm apart.

Strategic Tendering for Professional Services: Win More, Lose Less

Business & Money

Fuller, Matthew

Nightingale, Tim

Management & Leadership

Kogan Page.

Review\n"For too long it has been a case of General Counsel on the one side and private practice lawyers pitching or responding to tenders on the other with a whole load of assumptions and miscommunication in between. This book delves deep to answer the questions that don't get asked early enough in the process if at all, and that, if the parties fully understood and aligned on, would make for enduring and fruitful partnerships." ― Alexis Alexander, General Counsel, Liberis\n"In essence, this book is for partners, directors, associates, BD professionals, those working in-house and anyone working in professional services firms who want to win more pitches or manage the process more time and cost effectively. The first edition was a hit and won an award at the 2018 Business Book Awards. And this second edition brings it bang up to date." ― David Morley, Former Senior Partner, Allen & Overy, (2008-16); Head of Europe, CDPQ (2021-)\n"Pitching is a skill. It is an essential skill for a lawyer. This book will improve pitching skills. Frankly, you would be foolish not to read, assimilate and practice the advice it contains." ― Nigel Boardman, Consultant and former partner Slaughter and May\n"I can't count now many times lawyers and others have asked me for clear, relevant, practical guidance on their tendering efforts - and here it is. Essential reading for those focused on their businesses, their clients and their own careers. Goes without saying - highly recommended." ― Patrick McCann, Director Learning, Linklaters LLP\n"This new edition neatly summarises best practice behaviours, is informative and easy to read, packed with useful tools and tips. I think this it is an invaluable read for anyone wanting to win more work in professional services in 2022 and beyond." ― Paul Cripps, Associate Partner, Markets and Business Development, EY\n"This book is a recommended read for all those involved in competitive pitching in professional services and other markets. Its secret is to provide simple and practical guidance on the essential issues, backed and supported with concrete examples from real people in the real world." ― Oliver Brettle Partner, Global Executive Committee Member, White & Case LLP\n"This is a very well researched and thoughtful guide for all those involved in the purchasing and provision of legal services. The holistic approach taken is market leading in every respect." ― Andrew S Garard, Group General Counsel and Director of Corporate Affairs, Meggitt PLC\n"Strategic tendering or pitching has never been more important - in fact, it has to be the number one focus for firms and BD professionals who really want to make a difference. A wonderfully insightful book written by authors who really do get it." ― David McClune, Global Chief Marketing Officer, Hogan Lovells LLP.\nWINNER: Business Book Awards 2018 - 'Selling The Dream' category (1st edition)\nIn 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.\nStrategic 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.\nNow 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.\nStrategic Tendering for Professional Services is the essential guide to improving your pitches

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.

See the best price to sell, buy, or rent books by Nightingale, Tim. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Nightingale, Tim

See the best price to sell, buy, or rent books by Nightingale, Tim. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Strategic Tendering for Professional Services: Win More, Lose Less

Strategic Tendering for Professional Services: Win More, Lose Less

Strategic Tendering for Professional Services: Win More, Lose Less