When I talk to people in professional services firms, and organisations who compete through bids and tenders, something I hear often is that they are flat out just keeping up with the opportunities they need to respond to.

It's a struggle to get time to think about the work they really want, and they are frustrated that opportunities they know would be perfect for them are passing them by.

What many are hesitant to say, but know is an issue, is that they are operating in an environment that is designed to commoditise, and to force prices down, and that doesn’t play to their strengths or vision.

Because of this, shrinking margins are a problem in most services businesses.

According to CSIMarket.com, the professional services industry is achieving net margins of only 11.24%, while construction services are at 7.31% and transport and logistics are at a meagre 4.55%.

At the moment, within your business, there are probably four different kinds of work that you are doing:

1. Work you love, and want more of

2. Good, solid work that pays the bills and keeps the lights on

3. Marginal or painful work, and

4. Work that’s sending you out of business.

Unfortunately, most of us spend way too much time on the last three, and not nearly enough on the first.

That’s because the way we run new business pursuits is completely wrong. It delivers more of the work we DON’T want, without any of what we really do want.

If this is an issue for you, contact me and I’ll send you a copy of my new white paper Pole Position – How To Achieve New Business Success.

In it, you’ll learn why the future belongs to the “makers”, and how you can become one.

Robyn Haydon is a business development consultant specialising in business that is won through competitive bids and tenders. Her clients have won and retained hundreds of millions of dollars worth of business with many of Australia’s largest corporate and government buyers.

Had a tough year? Missed out on business you really wanted? Let’s make sure 2016 is different. The Pole Position program will position you to win the opportunities on your radar for next year. Email info@robynhaydon.com or call 03 9557 4585 to find out more.