Understanding the differences between the UK and Nordic contracting cultures

A country’s legal system, laws and rules of interpretation provide the framework for negotiations and ultimatelydefine the content and form of the contract document. However, language and contracting culture also play an important role in shaping the eventual contractual document. Having worked both worked for a UK owned company operating in Norway, Rhian and I […]

Considerations when drafting a Proposal or Bid

Some thoughts on increasing the probability of bid success… Successful bidders are those who understand the context behind what is asked for in the proposal, they are able to understand the customer and identify their ‘hot buttons’ – these are the customer’s issues (strategic, operational or financial concerns) and motivators (what is prompting the customer […]