Bidding to Win
Increasingly sales professionals in the advertising sector, along with other industry sectors, are
required to respond to competitive procurement tendering exercises in order to win business.
Good relationships, track record and a sound reputation in the advertising world are simply no
longer enough. Success derives from a combination of a good product, the right price and, equally
importantly, the ability to respond well to the invitation to tender (ITT). Bidders must have the
systems and skills in place to put their offers in the best light. As more organisations opt for longterm
contracts to reduce costs, it is vital to make every bid count.