Explaining the rationale for the book Matthew, who is EMEA director of business development and marketing at White & Case said: “The book helps those tasked with putting together tenders to be more client focused in their planning and approach, and also to produce tender documents in a more efficient and effective way. With so much time and resource spent on pitching in the professional services, we believe our book can truly can help its readers ‘Win more and lose less!’”. 

Tim, who is managing director of Nisus Consulting, added: “Tendering is increasingly a fact of life in professional services and so takes up more and more BD / marketing time. If you’re not careful, the attractiveness or suitability of invitations are not scrutinised, and the responses are churned – which doesn’t help anyone. Firms need a more strategic approach, which we have tried to provide.” 

A review of Strategic tendering for professional services: win more, lose less can be found in the PSMG Knowledge Bank.