Author Archive | Bill

Responding to Tenders – Part 1

GENERAL Recently we were asked to help a large organisation with their tender response to a government agency, which prompted me to reflect on some of my previous tender experience gained as a logistics officer in the army, various sales management positions and as CEO of a civil engineering company. Responding to tenders in itself […]

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How to Overcome Nervousness

I was conducting a Miller-Heiman Strategic Selling (c) program this week. The participants were a great bunch of people from diverse backgrounds and industries who made a terrific contribution to the program with their experiences and observations. We were up to the session on what makes it difficult to get to the economic buying influence, […]

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