This perspective details twelve things we're seeing the most successful bid and proposal teams doing right now to optimise their win rates and gain competitive advantage.

This perspective challenges the mindset that success depends on hitting 'submit'. Instead, it uncovers what winning teams do before a bid exists, and how that can help you shorten time to income, increase your team's influence, and win more without chasing every tender.

AI is transforming consulting models, reducing junior roles and increasing reliance on senior expertise. This shift impacts how organisations approach proposals, requiring faster, smarter responses and new skills.

In many organisations, the roles of Business Development Manager (BDM), Capture Manager, Account Manager and Bid Manager overlap. Titles vary, but the real challenge is ensuring someone owns the opportunity from initial idea to contract signature.

Navigating transition questions in RFPs as the incumbent can be a scoring minefield. Here's how to approach them strategically.

AI can write, but it’s your voice that wins. Here’s how to humanise AI-generated proposal content.

Mastering prompt engineering is fast becoming a must-have skill in modern proposal writing.

AI can help, but it’s human insight that ensures proposals are persuasive, compliant and client-focused.

Wordy slides and clunky handouts can kill your pitch, here’s how to avoid it.

Rehearsal is the secret weapon of successful pitch teams – but it's often overlooked.

Inconsistent messaging between proposals and pitches or bid presentations can derail even the strongest bid.

Capture training is just the beginning, benchmarking helps build the case for lasting organisational change.

AI is reshaping how capture is done, especially in sectors like financial services where speed and insight are critical.

Embedding capture requires more than training, it demands organisational transformation and cross-functional buy-in.

The Proposal BenchmarkerTM shows how health sector teams consistently outperform their peers in proposal excellence.

The Proposal BenchmarkerTM reveals where financial services teams excel — and where they risk falling behind.

Live deals demand immediate attention. The pressure is on to mobilise quickly, align the team, and produce a compelling submission — all while managing internal expectations and tight deadlines. Without the right support, friction creeps in: unclear roles, inconsistent messaging, and missed opportunities.

Proposal writing rarely starts with perfect clarity. Vague requirements, shifting expectations, and incomplete information can derail even the best bids. The challenge is navigating this ambiguity without losing direction, wasting effort, or missing the mark with the client.​

Proposal writing is a race against the clock. With multiple contributors, shifting priorities, and tight deadlines, it's easy for plans to slip. But when timelines derail, quality suffers—and in the worst cases, you miss the deadline altogether. The challenge is keeping your bid plan on track without burning out your team.