A very solid book with practical approaches to winning businesses, especially if you are in professional service and using tendering as a means to develop new businesses. Provided a structured approach to the subject and examples why certain approaches work, practical advice as well dealing with or navigating organizational structure.

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As the title implies, this book provides details on how to better position your firm or business to submit winning bids.

Matthew and Tim explain how important relationship building is in the Request for Proposal (RFP) process.

I like how responding to RFPs was likened to going on a first date. If your date only talked about themselves, chances are there'll never be a second date. The same applies in responding to tenders.

Overall, this book provides very useful nuggets for Business Developers and anyone interested in winning bids. It provides practical steps to be better at responding to proposals and winning businesses for your company.

Favourite quote: "Without a doubt collaboration is a trend for the future. Firms that can offer collaborative value-added services or even propose teaming up with other PSFs will be looked on favourably by clients. This is a useful and clear differentiator in a pitch."