News

The Barrett 12 Sales Trends for 2020 Report is out now.

BidWrite offers a perspective on sustainability trends from a tendering point of view, with David Lunn and Andrew Bailey posing the question “should organisations just follow the lead of their prospects or potentially take the lead and help them make better sustainability decisions?”

Through plotting supply risk against profit impact, Kraljic’s Matrix neatly describes 4 main purchase types and their characteristics.

So given its buyer side orientation, what insights can The Kraljic Matrix offer suppliers?

As David Lunn argues, there is a lot that can be learned.

‘Ghosting’ competitor offerings in tenders is a well-known and extremely persuasive technique. But, in BidWrite’s experience, most Australian organisations are reluctant to use it – they believe it to be a bit ‘grubby’. Read our guide on why you should be using it.

BidWrite advocates that persuasive principles that sellers use to differentiate their offer from their competitors’ should also be applied to sourcing processes.

This is clearly demonstrated through the development of invitation documents (RFx’) that generate marketplace excitement, interest and more effective participation.

Have you recently discovered that there is a world of contracts available to win, through the tender process, but you are not sure how to get started? Check out our tender qualification checklist and four key factors to winning