Ideas on growth, capital and trust.
What we've learned from inside the pursuit, on bids, raises and brands. Short enough to read between meetings.
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We sell clients evidence. We decide on instinct.
Bid teams ask evaluators to trust the numbers, then choose which bids to chase on gut feel. Five numbers fix that.
Data & AI
Data & AI
Your AI is only as good as your filing
The model that writes your bids needs a proof library almost no firm has. The real AI project is a knowledge project.
Data & AI
Data & AI
Before you put AI in your bids, answer the probity question
The first question about AI in tendering isn't what it can do. It's what your client's probity advisor thinks it did.
Data & AI
Data & AI
Aligned teams write better bids
You can read a team's disagreements in its tender. Evaluators do, without meaning to. Settle them in a room before anyone writes.
Teams & culture
Teams & culture
Your brand is bidding for you
Long before the tender, your materials are making claims on your behalf. An afternoon's audit tells you what they're saying.
Brand & communications
Brand & communications
The interview is part of the bid
The panel has read your claims. Now they're testing the people. Build your preparation from your own bid's weak spots.
Work winning
Work winning
The pages are a pricing tool
A vague methodology gets priced twice, once in your contingency and once in the client's evaluation. Specificity buys the room back.
Work winning
Work winning
You already believe in early involvement. Bid like it.
Construction spends its life telling clients that early contractor involvement saves money. Then it runs its own bids on the opposite theory.
Work winning
Work winning
A tender is a history of what went wrong
Every bespoke question in a request is scar tissue from a previous project. Read the document for its wounds and your answers change.
Writing
Writing
Write for a tired evaluator
Your submission will probably be read at nine at night by someone with a day job. Four habits make their night shorter and your score higher.
Writing
Writing
Decline well. It's worth more than a mediocre bid.
Everyone writes about the power of no. Almost nobody writes about the craft of it, which is where the value actually sits.
Strategy
Strategy
Growth, on purpose.
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