28th Sep 2011     Author: Matt Milgrom

Related Articles

Innovation as a key strategy Strategy: Innovation as a Key Response Strategy

When it comes to the success of any project, there is no substitute for careful planning. Proper preparation really does prevent poor performance. And, there are hidden benefits. (More...)

Insights into Pitching to Government Strategy: Insights into Pitching to Government

Government evaluation panels sink hours into reading our tender submissions. What impresses them about a response? And what turns them off? We peek behind the curtain. (More...)

Tender Loving Care Its all about relationships Strategy: Tender Loving Care - It's All About Relationships

Many factors determine your success or failure when preparing a tender response. As with courtship and marriage, there are no 'magic' formulas. But ignore the importance of a trusted existing relationship at your peril. (More...)

Click here To Meet the Experts Behind Tender SuccessTake Our Survey and Claim a Free Benchmarking Report

Published Article: Investment Technology Magazine

Investment Technology ArticleKey Points

  • Do Your Homework: Success is about showing true empathy - just like in real relationships.
  • REALLY Know Your Prospect, what they want and where they are going - BEFORE pitching.
  • Pick your Win Themes Carefully: Be prepared to back away if incompatibility looms
  • Think like an advertiser, keep it simple and use the Pyramid Principle

Published in the August and September 2011 issues of Investment Technology magazine, this two-part article shows how pitching and speed dating have a lot in common...

"Candlelight flickers across the best table in the best restaurant in town. Your date looks entrancing and you're dressed to kill. The flowers were a nice touch, and the chilled Bollinger broke the ice beautifully. Yet something went awry between entrees and mains. You had assumed their glazed eyes signalled stunned awe. After all, you'd wowed them for an hour with your most startling successes: your stellar career, impressive salary and intrepid travels. You've even dazzled them with the sheer number of partners you've delighted previously. But now, 20 minutes after they 'went to find the bathroom' your date has absconded and you're experiencing deja vu. Finally, you signal to the nervously hovering waiter for the bill. Another expensive dinner wasted."

Read on, below.

Visit the Investment Technology Website. Next article will appear in the December/January 2012 issue.

mattMatt Milgrom is a senior consultant for Tender Success. He is addicted to helping businesses stay prospect-focused and to avoid pitching pitfalls.


Contact Tender Success to ensure your next response is a success.

arrange a tender consultation
Pre-Register for the Tender Success eBook - click here

Fri 11th May 2012, 9:49AM:Latest Tweet: TS announces another published article for Investment Technology Magazine: "Avoiding Cliches Like the Plague"

© 2007- 2012 Tender Success  Privacy|RSS|Mobile Version|Report ProblemSite Design

Tender Success is a wholly Australian-owned, Australian-based consulting organisation, specialising in tenders, proposals, bids and presentations. Since 1989 our experts have helped Australian Corporations write and win tenders worth more than $20bn. Contact our tender consultants now on 02 8006 BIDS (2437) to find out how to make your next tender a success.