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Tenders are moments of choice — and often of missed opportunity. Whether you're responding to one or preparing your own, how well you engage with the process shapes your results. This session offers a practical overview of the tendering landscape, with structured insight into both responding to tenders and creating your own. We look at what makes tenders succeed or fail, and how subtle cues influence decision-making. 

Accountants and advisers working with clients, or leading growing practices themselves, will benefit from practical reflections and key takeaways. Expect useful perspectives, illustrative examples, and a chance to reflect on your current approach.

William Buist covers the following topics during this presentation:

• The purpose of a tender: Beyond forms and formats, what are they really asking?
• Trust signals and hidden tests: Why these matter more than price
• Structuring a strong response: The key elements to get right every time
• Writing your own tenders: How to brief suppliers or partners effectively
• The parallels with recruitment — and what accountants can learn from them