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Consultatively communicate your way to a winning bid

Consultatively communicate your way to a winning bid

"You need to read this blog now" How does that statement make you feel? Does it get you offside or grab your attention? What is the mental picture that pops in to your head when you read that sentence? For many people, that statement doesn’t go down well as it is just...

Persuasive Presentations

Persuasive Presentations

According to most studies, people's number one fear is public speaking. Number two is death. "This means to the average person, if you go to a funeral, you're better off in the casket than doing the eulogy," quipped Jerry Seinfeld. For those of us in business...

Standing out from the competition

Standing out from the competition

Virtually every tender, proposal, submission or bid is contested between multiple proponents, and the juicier the opportunity, the fiercer the competition. To win, you’ll need a viable solution to the client’s problem, that’s priced in a way that is affordable and...

Early game, mid game and end game.

Early game, mid game and end game.

Early Game, mid game, and end game. A sales process can often last for weeks, months or even years, this all depends on the complexity of the sale, the value of the contract and the process being followed for procurement. Indeed, for organisations bidding on very...

Enjoying The Ride: Tips On Managing Bid Stress

Enjoying The Ride: Tips On Managing Bid Stress

Enjoying the ride: Top 5 tips on managing bid stress Anyone who has worked on a major bid will know that the lead-up to the submission date can feel like running the gauntlet! With workloads through the roof, tensions high and the deadline refusing to budge, the final...

The 12 Stages of Intimacy in Business

The 12 Stages of Intimacy in Business

I was recently conducting some training with a client’s business development team and we got to the topic of setting objectives for each meeting. When I asked what they thought the objective was for each business development meeting, each member of team had an adamant...

Pitch Perfect

Pitch Perfect

Recently a valued client engaged us to facilitate a ‘Pitch Perfect’ workshop to help several members of their team refine and improve their pitch skills. It is always difficult to provide a critique on a person’s personal communication skills and style, and even...

Bringing your best game

After working on a recent major bid, I was able to compare the experience to one of my favourite past times – an AFL match. Let me explain how the game of tenders can be likened to football…

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