July 23, 2015

How do I win more tenders?

July 23, 2015

How do I win more tenders?

Stump the Strategist

Watch below as we answer:

Q: Our tenders aren't standing out, how do I win more of them? 

  • Featured strategists are: 

    David Siegel – Strategy Exec.

    Adam Long – General Manager

    Jeff Cooper – Senior Partner

  • About Stump The Strategist:

    • Questions from the floor, answered live in nine minutes
    • It's opinion, not advice
    • Step Change charges clients for advice, Stump The Strategist is free


  • Develop a purpose: Create a purpose that touches, moves and inspires all stakeholders. A good example is Ford's founding purpose, 'To help Americans explore this great land'
  • Focus on the pain points and tap into those drivers: People react 1.5-2.5 times more to pain than gain. By addressing the pain, you start to frame the value you're providing for prospective clients
  • Tender audit:
    • Make sure each headline highlights value
    • Use of icons and graphics for scan-ability
    • Specific checklists by job title, for example 'Checklist for the CEO'
    • Value modelling. If you're more expensive, what is it that actually justifies this value?
  • Develop an A3 discussion guide: It creates effective frequency and outlines your key points of value. Use it to win the tender before the actual tender document is sent - remember that most tenders are won before the request for tender is even released

Get more Stump The Strategist HERE

Register for an invitation to our next stump the strategist



      Related posts

      Recent posts

      To get to know you better, please fill in the field below.