Imagine the deadline for the tender is looming. You only have time to change one element of your tender to make it a winner. What do you change? The price? The technical elements? The proposed solution? The client references?

What about changing what research has proved time and again is the number one influence on purchasing decisions?

It’s word of mouth – the testimony of a client. But not in the usual way – a quote or two from a client. Or a dull narrative-based case study of what you did for the customer.

Instead, use a word-of-mouth expert to produce a vibrant article based upon an interview with examples of clients in the same area of law you are about to submit a tender for?