AUTHORED COLUMNS

CONSTRUCTION ENGINEERING AUSTRALIA

Don’t Bastardise the ‘Trusted Advisor’ Concept

AUSTRALIAN CONCRETE CONSTRUCTION

Turning the ‘Code of Ethics’ Challenge into An Opportunity

WEST AUSTRALIAN TRANSPORT

How To Ensure An External Focus And Why It’s A Must

THE MAIN REPORT (NEW ZEALAND)

Three Reasons Not to ‘Template’ Strategy Formulation

THE MAIN REPORT (NEW ZEALAND)

Understanding the Difference Between Tactics and Strategy

WESTERN AUSTRALIAN TRANSPORT MAGAZINE

What Type of Listener Are You . . . Or Aren’t You?

WEST AUSTRALIAN TRANSPORT

‘Win Themes’, ‘Silver Bullets’ & Other Corporate Claptrap

WEST AUSTRALIAN TRANSPORT

Improve the Impact of Your Proposals with These Time-Tested Writing Principles

THE MAIN REPORT (NEW ZEALAND)

Two Key Ways To Be A Better Writer

WEST AUSTRALIAN TRANSPORT

It’s The Deals You Don’t Do

WEST AUSTRALIAN TRANSPORT MAGAZINE

When Preparing for A Debrief, End With the Start in Mind

WESTERN AUSTRALIAN TRANSPORT MAGAZINE

Thinking from the Client’s Head: The Starting Point of Meaningful Differentiation

AUSTRALIAN CONCRETE CONSTRUCTION

Construction Bid Victories: Price or Compatibility?

AUSTRALIAN CONCRETE CONSTRUCTION

The Three Worst Executive Summary Mistakes

CONSTRUCTION ENGINEERING AUSTRALIA

In A ‘Too-Tight’ Timeframe, Use Individuals’ Strengths to Your Advantage

WEST AUSTRALIAN TRANSPORT

Three Reasons ‘Templating’ Is A Bad Practice

THE MAIN REPORT (NEW ZEALAND)

Do You Truly “Hear” Your Clients?

WESTERN AUSTRALIAN TRANSPORT MAGAZINE

The Six Key Practices of A Trusted Advisor

MUNICIPAL ENGINEERING AUSTRALIA

‘Codes of Ethics’, Business Development & Bid Strategy

THE MAIN REPORT (NEW ZEALAND)

In A Tight Timeframe, Look to Individuals’ Strengths

WESTERN AUSTRALIAN TRANSPORT MAGAZINE

Prove Your Points (or They’re Worth Nothing)

CONSTRUCTION DIGITAL (UK, MAINLAND EUROPE & US)

The Real Skill Set of A Peak-Performing BD Manager

AUSTRALASIAN TRANSPORT NEWS

Escaping the Low-Price Rut

WEST AUSTRALIAN TRANSPORT MAGAZINE

De-Commoditisation: A Smart Strategy for the Smaller Operator

CONSTRUCTION DIGITAL (UK, MAINLAND EUROPE & US)

Pitching NZ PPPs: Creativity vs Cost

WEST AUSTRALIAN TRANSPORT MAGAZINE

Differentiate to Avoid Warring on Price

WESTERN AUSTRALIAN TRANSPORT MAGAZINE

Small Can Be Beautiful . . . It’s Up to You

CONSTRUCTION DIGITAL (UK, MAINLAND EUROPE & US)

Realism is the Best Strategy

NEW ZEALAND EXPORT MAGAZINE

How to Succeed At Overseas Bidding

NEW ZEALAND BUSINESS

Take Advantage of the Competition’s Arrogance

NEW ZEALAND BUSINESS

Exploiting the Advantages of Being Small

THE MAIN REPORT (NEW ZEALAND)

Bidding Too Low: 

A Fool’s Game

CONSTRUCTION DIGITAL (UK, MAINLAND EUROPE & US)

Smashing the ‘Sales Personality’ Myth

MUNICIPAL ENGINEERING AUSTRALIA

Why Engineers Could be More Compelling than the Average Sales ‘Pro’

THE MAIN REPORT (NEW ZEALAND)

Don’t Let Your Language Compromise Your Credibility

CONVENTIONS INDUSTRY

Fall in Love with Your Destination Through the Prospect’s Eyes

ASIA PACIFIC AIR CARGO (PART 2)

How to ‘De-Commoditise’ Tenders and Proposals

ASIA PACIFIC AIR CARGO (PART 1)

Answer to ‘Commoditisation’ Lies in Providing Well-Researched Customer Solutions

WESTERN AUSTRALIAN TRANSPORT MAGAZINE

To Produce Top-Quality Bids, Try Uni-Tasking Instead of Multi-Tasking

WESTERN AUSTRALIAN TRANSPORT MAGAZINE

Grammatical Gaffes to Avoid in Bids

THE MAIN REPORT (NEW ZEALAND)

Three Reasons to Avoid ‘Templated’ Thinking

WESTERN AUSTRALIAN TRANSPORT MAGAZINE

Unusually Tight Timeframe? Capitalise on Natural Talent

CONSTRUCTION ENGINEERING AUSTRALIA

Grammatical Malfunctions Don’t Belong in Bids

THE MAIN REPORT (NEW ZEALAND)

Multi-Tasking & Bids Don’t Mix

MUNICIPAL ENGINEERING AUSTRALIA

Using Time-Tested Principles to Improve the Impact of Your Proposals

CONSTRUCTION ENGINEERING AUSTRALIA

Increasing Your Bidding Smarts

AUSTRALIAN CONCRETE CONSTRUCTION

Best Bid-Writing Tips

THE MAIN REPORT (NEW ZEALAND)

No. 1 Self-Editing Check Point for Bidders

THE MAIN REPORT (NEW ZEALAND)

Move to A New Level of Bidding Smarts

WESTERN AUSTRALIAN TRANSPORT MAGAZINE

How to Move to A New Level of Bidding Smarts

THE MAIN REPORT (NEW ZEALAND)

Make Bids Specific in Every Regard

WESTERN AUSTRALIAN TRANSPORT MAGAZINE

Your Team’s Grammatical Standards

AUSTRALIAN CONCRETE CONSTRUCTION

The No. 1 Way to Strike A Consistently High Bid Win Rate

THE MAIN REPORT (NEW ZEALAND)

Nine Ways to Slash the Cost of Bidding

WEST AUSTRALIAN TRANSPORT MAGAZINE

Consistent Success: The Secret’s in the Debrief

THE MAIN REPORT (NEW ZEALAND)

How to Achieve Consistent Success in Bidding

CONSTRUCTION DIGITAL

The No. 1 Way to Achieve Consistent Success in Tendering

ENGINEERS AUSTRALIA

How Important Is Original Thinking When Tendering?

THE MAIN REPORT (NEW ZEALAND)

Top Notch Bid Writers Edit Out Wasteful Words

CONSTRUCTION GLOBAL

Bid-Writing: Don’t Be Clever. Be Easily Understood.

AUSTRALIAN CONCRETE CONSTRUCTION

Creating Compelling Responses to High-Value Tender Calls

THE MAIN REPORT (NEW ZEALAND)

Avoid Jargon & Unnecessary “Technicalese” in Bids

WESTERN AUSTRALIAN TRANSPORT MAGAZINE

Avoiding Jargon & Unnecessary Technicalese

THE MAIN REPORT

If the Bid’s Critical, Match the Personality to the Objective

THE MAIN REPORT (NEW ZEALAND)

Substantiate Your Claims

WESTERN AUSTRALIAN TRANSPORT MAGAZIN

Make Your Bid-Writing Work

PROJECT MANAGEMENT WORLD JOURNAL

Why Engineers Could be More Compelling than the Average Sales Pro (or the Professional Bid Writer)

CONSTRUCTION DIGITAL (UK, MAINLAND EUROPE & US)

Tips for Making Your Bid-Writing Work

THE MAIN REPORT (NEW ZEALAND)

Tips for Making Your Bid-Writing Work

AUSTRALASIAN TRANSPORT MAGAZINE

Sometimes It’s the Deals You Don’t Do

CONSTRUCTION DIGITAL (UK & EUROPE)

How ‘Meaningless Mumph’ Does a Bidder Harm

CONSTRUCTION DIGITAL (UK & EUROPE)

Construction Bid Victories: Price or Compatibility?

THE MAIN REPORT (NEW ZEALAND)

Part Three: Tips for Creating Compelling Proposals

THE MAIN REPORT (NEW ZEALAND)

Part Two: Tips for Creating Compelling Proposals

THE MAIN REPORT (NEW ZEALAND)

Part One: Tips for Creating Compelling Proposals

NEW ZEALAND BUSINESS

Are Your Bids Full of It?

THE MAIN REPORT (NEW ZEALAND)

Take ‘Cultural Fit’ Seriously When Bidding

WEST AUSTRALIAN TRANSPORT MAGAZINE

Do Not Enter

MUNICIPAL ENGINEERING MAGAZINE (AUSTRALIA)

Old-School Selling Doesn’t Cut the Mustard in the New World

WEST AUSTRALIAN TRANSPORT MAGAZINE

The Mining Dilemma: There May Well Be An Answer

THE MAIN REPORT (NEW ZEALAND)

Sometimes, It’s the Deals You Don’t Do

THE MAIN REPORT (NEW ZEALAND)

Three Good Reasons to Drop the Know-All Attitude

NZ CONTRACTOR

Major Projects Delivery

Special Feature