Strategic Tendering for Professional Services

Matthew Fuller is Head of Business Development, Americas & EMEA at White & Case, based in London, UK. He has led global business development and marketing teams at Allen & Overy and Herbert Smith, and has run training programmes throughout the world advising partners on proposals best practice. Tim Nightingale is a founding director of Nisus Consulting, providing market research and client insight services to the professional services sector. He is a Fellow of the Chartered Institute of Marketing, a full member of the Market Research Society and a member of the Professional Services Marketing Group (PSMG). He is based in Kent, UK.

"In essence, this book is for partners, directors, associates, BD professionals, those working in-house and anyone working in professional services firms who want to win more pitches or manage the process more time and cost effectively. The first edition was a hit and won an award at the 2018 Business Book Awards. And this second edition brings it bang up to date."

• Chapter - 01: Introduction;Chapter - 02: To pitch or not to pitch?;Chapter - 03: What does the client want?;Chapter - 04: Diversity;Chapter - 05: Planning to win;Chapter - 06: The procurement predicament;Chapter - 07: Smart pricing;Chapter - 08: Global citizenship;Chapter - 09: Writing success;Chapter - 10: Public sector pitching;Chapter - 11: Presenting to win;Chapter - 12: Following up and post pitch feedback;Chapter - 13: Technology and tools;Chapter - 14: There has to be a better way