It's all about winning

IT'S ALL ABOUT WINNING

I’m David Jones,

I’m a Bid Writer.

I win contracts.

I have been winning high value services business for more than 20 years.

This website is for those of us who have the responsibility of winning major contracts - and beating the best.

After you’ve won the contract, the really important thing happens. Your people get the work, not your competitor’s. They get paid, they pay their bills, and their lives continue untroubled by money related disasters.

Let no one forget how crucial your work is to your colleagues and to your company.

Winning a large contract is a life-changing event.

It’s do-or-die

Fail here and you’ll be told, “go and find another one! ”
Oh dear, that’s a lot of time and money you’ve lost.
And now your people are ‘on the bench‘. That’s really bad.
So, read my Win your next tender! page and avoid failure anguish.

If you win, your formal bid will be part of a legal contract, so you better mean every word of it.

The win roadmap

If your Sales Account Manager survives a thorough quizzing from your bid team at your Bid-No Bid meeting, he’ll start to build his account plan in your choice of Strategic Selling System*.

* I’ve used Miller-Heiman and Target Account Selling.

Only if you submit a bid that connects with the readers, inspires them, and influences their thinking will get you to the ’final few’.

Will you ’connect’ on your next bid? Or will it be a competitor?

At the final presentation you will face a grilling by the client’s evaluation team. Tough and yet satisfying, I’ve always enjoyed leading those.

Pass this test and you get to negotiate the contract.

Learn from winners

I won more than my fair share.

I have more written material that will help you learn from how I won. They’re identified here as blue.pdf files. All you have to do is to go to my Contact page and ask.

There are no pointless pictures here, just what really matters*, which is what you need to know.

* There’s a bit of humour and some alliteration to lighten the mood, but this is a website full of serious stuff for serious people doing the most serious thing - winning contracts.

Updated 12-May-2024