Winning themes

Before you embark on your next tender, pitch or proposal, consider whether you understand what your client or prospective client values. These winning themes are arranged in industry and market sectors and will help you focus on whats important to the client. Federal and state government
Probity Contestability Accountability Transparency Appropriateness Effectiveness Efficiency Fair dealings Equity Cost consciousness Balance of interests Stakeholder recognition Community outcomes Policy outcomes Alignment of interests Equity Procedural fairness Community concerns Overall costs Budget constraints Quality consciousness Industrial democracy Multi-skilling Skills transfer Recognition of superordinate goals Community outcomes Ethical and fair dealings Tight budget constraints Efficiency, effectiveness, appropriateness

Insurance
Value added services Close management Single point accountability Early resolution Accurate reserving Early identification of issues Bespoke advice Teamwork Business reputation and standing with insureds and brokers Lower overall claims cost Ethical dealings No conflicting business interests Industry experience Matter resolution strategy Close management of experts and other providers Clear communication Depth of team

Local government
Community interests Stakeholder interests Community involvement Mediation Process transparency Low cost Balance of representation Early resolution

Copyright 2008 Julian Midwinter & Associates Pty Ltd

Winning themes industry and market sectors

April 2008

Workers compensation add-ons

Legal teams, claims teams - legal experts, claims experts, HR experts Streamlining and turnaround Bringing matters to closure Awareness of broader ramifications Balancing stakeholder interests and stakeholder involvement Partnership Working relationships Three-way teamwork: insurer, insured, legal provider Appropriate recommendations and advice Consistency and predictability Value for money Strategic case/claims management Clear, concise, frequent, user-friendly communication Process efficiency Effective legal support Risk management Avoidance of unnecessary conflict Appropriateness, effectiveness, efficiency Timely resolution Accountability Outcomes focus

High-tech & E-commerce

Risk management Innovation Relationship brokers Creative solutions Swift Speed Flexibility Collaborative Clear identification of problems and costs Leaders in industry Flexibility to collaboratively resolve

Energy & mining

Contestability Environmentally responsible Export-oriented Off-shore business Global markets/national markets Capital raising Competition Transparency Customer interest Reliability Resilience Cogeneration Joint ventures Convergence Commerciality Upstream/downstream Corporate citizenship Bid management Contract negotiation Geographic spread Changing marketplace Adaptability Regulators

Franchising
Franchisor interests Project management Effective work Depth of experience Offshore experience Commercial approach Relationship brokers Plain English agreements Flexibility Commercial outcomes Reputation Credibility Solutions Networking and leverage opportunities Single point accountability

Health care
Budget constraints Lower costs Accountability Patient outcomes Stakeholder interests Effective use of resources Community interests Industrial relations implications Insourcing/outsourcing Asset management Increasing propensity to litigation

Construction industry
On budget On time Accountability Project management Critical path See Big Business

Copyright 2008 Julian Midwinter & Associates Pty Ltd

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Winning themes industry and market sectors

April 2008

Big business

Services which offer competitive advantage High profile experts Dynamic in business world Exclusive independence Utmost integrity Leaders in the profession Demonstrate an innovative approach Sustainable competitive advantage Shareholder value Strategic insights Improve business performance through knowledge transfer Solutions to business issues New market opportunities Lower costs compared with competitors Take a position/point of view Proprietary knowledge, research, insight into an issue - a unique understanding Build sales/partnering opportunities Build brand value

Copyright 2008 Julian Midwinter & Associates Pty Ltd

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