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Bids, Tenders and Proposals, 4th Edition by Harold Lewis

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Postscript: Tough talk from clients

Are you listening to what they are saying?

‘I’m not sure what’s wrong.’ The consultant talking to me shook his head. ‘We don’t seem to be getting anywhere with our tenders. We set out our stall quite clearly, our prices are reasonable, and we stress the added value we give clients. But we are never their number one choice.’

I asked what feedback they had from clients. ‘Usually they are not very forthcoming,’ he replied. ‘Some briefings are helpful, when they tell us what they thought was good about our tender and the things we need to consider in future. Others just give us the scores, showing how poorly we performed against other bidders. We always get the impression there was some vital ingredient we missed.’ ...

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