INSIGHTS

Ideas worth taking back to the decision.

Our thinking on commercial judgement, competitive bids, delivery, contracts and practical AI, written from the problems we work on rather than a publishing calendar.

Bids & ProposalsJuly 20264 min read

The most expensive word in bidding is yes

Why chasing more tenders usually lowers your win rate, and the qualification discipline that reverses it.

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Contracts & NegotiationJuly 20263 min read
Five clauses that quietly eat SME margins
Payment terms, service credits and the small print that turns a won deal into a costly one.
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Commercial DecisionsJuly 20263 min read
The pre-mortem: deciding like it already failed
A ten-minute exercise that catches the mistakes optimism hides, and how we build it into software.
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Ideas worth taking back to the decision.

The most expensive word in bidding is yes

All insights

Five clauses that quietly eat SME margins

The pre-mortem: deciding like it already failed