Insights
Bid Strategy
The decisions that determine bid outcomes are made in the capture phase — often months before a formal procurement begins. Here is what that means for your pipeline strategy.
Framework Strategy
Thousands of suppliers hold framework positions that generate little or no revenue. The difference between those who win and those who do not is rarely capability — it is approach.
Capability
In most organisations, bid writing is treated as an administrative task. In the organisations that win consistently, it is treated as a commercial discipline. The gap between these two approaches is significant.