Operation CV

ON-TARGET, BID-SPECIFIC CURRICULA VITAE

Tactical Updates

How to Play to the Emotions of Your Target

August 6, 2022

Sophisticated players in the B2B and services marketing arena speak of drilling for the ‘Dominant Buying Motive (DBM)’ . . . a concept that could be valuably applied to process of understanding the specific motivations of the hiring party. I very deliberately use the word “drilling”. A DBM is often not as clearly reflected in …

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create a healthy organisational culture

Demonstrating Your Ability to Create A Healthy Organisational Culture

August 6, 2022

As inarguably important as ‘organisational culture’ is, an agreed definition and a ‘gold standard’ measurement practice is up for greater debate. Clarity on the definition applied to “culture”, however, is critical to any meaningful claims made about a manager’s or executive’s degree of competence in fostering a healthy one. Also to be considered, is that …

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short copy vs long copy

The Short Copy vs Long Copy Debate . . . and How It Plays Out in CVs

August 6, 2022

In general marketing copy, a seasoned copywriter will tell you that the correct and strategically responsible approach to the “short copy vs long copy” debate is: The correct length for any marketing piece (without a specified word count or when limited by format) is “as long as it needs to be”. It should not be …

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objective versus subjective content

Objective vs Subjective in Executive CV Content (and A Third, Better Way)

August 2, 2022

There are two prevailing schools of thought when it comes to the tone and content of a managerial resume. A Tale of Two Content Types & Styles The first school has it that this career-critical document should be as succinct, as direct, and as to the point as possible. Don’t try to “sell yourself”; leave …

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Why the War Room is A Farce

July 1, 2022

As a strategist, it is my opinion, my observiation, and my experience, that the ability to think logically underpins any successful strategy.

So in this segment, I’d like to challenge the logic of a practice that has become the norm for corporates, in the production of big-ticket bids.

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Spotting Porkies In A Pre-Probity Meeting

June 24, 2022

Your bid strategy is only ever going to be as good as the information you feed into your bid strategy formulation process.

So it goes without saying that you want to make sure the information and insights gathered in by your Business Development operatives– as your frontline, primary research gatherers – needs to be as accurate and as “real” as possible.

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How to Get Invaluable Feedback As An Incumbent

August 29, 2020

Bid submissions are often peppered with kitschy self-descriptions of the bidder as a “business partner” to the client or customer organisation.

How to make that concept more than lip service once the bid is won (and thus keep the business when the contract is up for renewal and a new market call is on the horizon)?

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Bait & Switch – A Poor Strategy

June 10, 2022

10 Reasons the ‘A Team’ for ‘B Team’ Bait-and-Switch Is A Flawed Strategy.

There are reasons beyond the obvious that you really don’t want to be one of those tenderers that engages in the flawed strategy of surreptitiously swapping out delivery team members for those of a lesser calibre, post-bid. But let’s start with the “above the surface” reasons.

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