Insights from David Lunn

On the surface it seems winning a place on a supplier panel requires less work than winning a single publicly tendered opportunity. But in reality, it’s just as difficult – potentially even more so. David Lunn debunks the seductive simplicity of panels, providing six tips to help you win your next panel contract opportunity.

David Lunn tells us all about no-bid letters: what they are, how to approach writing one, what’s included, and when to send it. He even dives in to how taking a strategic approach to your no-bid letter can influence your buyer, potentially turning your decision not to tender into a more favourable position to win.

David Lunn explores the cover letter, an underused but persuasive addition to tender submissions, addressing four commonly asked questions: Should you include a cover letter in your submissions? Do evaluators read them? Where should you locate the cover letter in the submission? And what should a cover letter include?

BidWrite’s always done things differently, and the time is ripe for innovation to overcome current tendering challenges like timeline ‘choppiness’ and expertise demand exceeding supply. We’ve been busily hatching a solution. David Lunn reveals a fresh development – three new engagement plans that formalise the most effective and time-proven ways to use our services.

‘Oh Lord it’s hard to be humble, when you’re perfect in every way…’ sang Mac Davis back in 1980. In a few recent bid strategy development sessions I have come to wonder if the spirit of Mac is alive and well… given the prevalent and almost unassailable C-suite view that tenders are primarily an opportunity

It’s ironic that executive summaries are one of the first items read by tender evaluators, yet we often find that it’s one of the last submission items written. David Lunn explores the interplay between theory and practice, offering practical solutions to ensure your next executive summary is as effective as possible.

Several strategic procurement challenges have arisen from Covid-19. BidWrite's David Lunn explores the practical implications seven procurement imperatives have for sellers.

Well-performing businesses are now directing any spare capacity to researching upcoming opportunities, positioning their brand and improving bidding capabilities. BidWrite's co-founders share their views on practical strategies sellers can use to enable them to win, be ready to win, or retain more contracts when times are tough.

Through plotting supply risk against profit impact, Kraljic’s Matrix neatly describes 4 main purchase types and their characteristics. Given its buyer side orientation, what insights can The Kraljic Matrix offer suppliers? David Lunn argues there is a lot that can be learned.