{"product_id":"strategic-tendering-for-professional-services-practical-tendering","title":"Strategic Tendering for Professional Services - Practical Tendering","description":"\u003cp\u003eIn this review of Strategic Tendering for Professional Services, the bottom line is clear: this is a practical, experience-driven guide for anyone responsible for preparing or deciding on professional services bids. The book's greatest strength is its end-to-end focus on tendering decisions and presentation, which makes it valuable to proposal managers, partners and bid teams seeking a repeatable, strategic approach rather than ad hoc tactics. The review finds the second edition especially useful because it blends practitioner interviews with client-side perspectives to explain why some bids succeed while others do not.\u003c\/p\u003e\n\u003ch2\u003eKey Features\u003c\/h2\u003e\n\u003cul\u003e\n\u003cli\u003e\n\u003cstrong\u003eEnd-to-end guidance:\u003c\/strong\u003e Covers the whole tender cycle from deciding which requests to pursue through to post-pitch follow-up, helping teams allocate effort where it matters most.\u003c\/li\u003e\n\u003cli\u003e\n\u003cstrong\u003eClient-side insight:\u003c\/strong\u003e Includes interviews with decision makers so readers understand how proposals are evaluated and what convinces clients in reality.\u003c\/li\u003e\n\u003cli\u003e\n\u003cstrong\u003eProposal professional input:\u003c\/strong\u003e Draws on experienced proposal professionals to offer practical techniques that can be applied immediately to improve bid quality.\u003c\/li\u003e\n\u003cli\u003e\n\u003cstrong\u003eDecision framework:\u003c\/strong\u003e Offers guidance on when to respond and when to walk away, reducing wasted time on low-probability opportunities.\u003c\/li\u003e\n\u003cli\u003e\n\u003cstrong\u003ePresentation focus:\u003c\/strong\u003e Pays attention to the all-important face-to-face pitch and follow-up, improving conversion after shortlist selection.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003ch2\u003eWho It's For\u003c\/h2\u003e\n\u003cp\u003eThis book targets bid managers, proposals teams, practice leaders and partners in consultancies, legal firms, engineering practices and other professional services where competitive tendering decides major contracts. Its practical tone and real-world interviews make it particularly useful for those who want to build or refine a repeatable tendering process.\u003c\/p\u003e\n\u003cp\u003eThose who should look elsewhere include readers seeking high-level general management theory or a primer on business basics; this book assumes interest in the specific mechanics of tendering and pitching rather than introductory leadership content.\u003c\/p\u003e\n\u003ch2\u003ePros \u0026amp; Cons\u003c\/h2\u003e\n\u003cp\u003e\u003cstrong\u003ePros\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003ePractical, actionable advice that teams can apply across real tenders.\u003c\/li\u003e\n\u003cli\u003eBalanced viewpoint with contributions from both proposal professionals and client decision makers.\u003c\/li\u003e\n\u003cli\u003eClear emphasis on decision-making gives teams a framework to avoid low-value bids.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003e\u003cstrong\u003eCons\u003c\/strong\u003e\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003eFocused on tendering practice; readers wanting broad marketing or sales theory may find it narrow.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003ch2\u003eSpecifications\u003c\/h2\u003e\n\u003ctable\u003e\n\u003ctr\u003e\n\u003ctd\u003eTitle\u003c\/td\u003e\n\u003ctd\u003eStrategic Tendering for Professional Services: Win More, Lose Less\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eAuthors\u003c\/td\u003e\n\u003ctd\u003eMatthew Fuller, Tim Nightingale\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eEdition\u003c\/td\u003e\n\u003ctd\u003eSecond edition (practical update)\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eAward\u003c\/td\u003e\n\u003ctd\u003eWINNER: Business Book Awards 2018 - Selling The Dream\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eFocus\u003c\/td\u003e\n\u003ctd\u003eEnd-to-end tendering strategy and pitch follow-up\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eAudience\u003c\/td\u003e\n\u003ctd\u003eProposal professionals, partners and bid teams\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/table\u003e\n\u003ch2\u003eOur Verdict\u003c\/h2\u003e\n\u003cp\u003eStrategic Tendering for Professional Services is a focused, good-value handbook for anyone running or contributing to tenders. Its pragmatic, interview-based approach makes it effective for teams that need to tighten selection criteria, improve proposal quality and increase conversion at pitch. Buyers who want a hands-on, tactical guide to winning professional services work will find it well worth reading.\u003c\/p\u003e\n\u003ch2\u003eFrequently Asked Questions\u003c\/h2\u003e\n\u003cp\u003e\u003cstrong\u003eDoes this book cover the whole tender process?\u003c\/strong\u003e\u003cbr\u003eYes. It provides end-to-end guidance from deciding which tenders to bid for through to face-to-face presentation and post-pitch follow-up.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eWho contributed insight to the book?\u003c\/strong\u003e\u003cbr\u003eThe second edition includes interviews with experienced proposal professionals and client-side decision makers to offer both perspectives.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eIs this suitable for beginners?\u003c\/strong\u003e\u003cbr\u003eIt is most useful for practitioners with some tendering responsibility; readers wanting only basic business introductions may find it specialised.\u003c\/p\u003e","brand":"Matthew Fuller, Tim Nightingale","offers":[{"title":"Default Title","offer_id":48614173278427,"sku":"1789668468","price":122.53,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0724\/1043\/1707\/files\/71mwZ2Q6dQS._SL1500.jpg?v=1778357535","url":"https:\/\/gearmusthave.com\/products\/strategic-tendering-for-professional-services-practical-tendering","provider":"GearMustHave","version":"1.0","type":"link"}