Beneath the Surface: What Winning Organisations Understand About Their Clients

Most of what shapes a client's decision never makes it into the tender

In this Executive Lunch & Learn, Deborah Mazoudier explores what sits beneath the surface of client decision-making and why organisations that uncover these hidden drivers are better positioned to shape solutions, build stronger relationships and win more opportunities.

What this session will cover

  • Why tender documents reveal only part of what clients really need.
  • The different types of client drivers that influence decision-making.
  • Practical ways to uncover unstated needs before an opportunity goes to market.

  • How deeper client insight can strengthen strategy, solutions and competitive positioning.

     

Event details

Date:Thursday, 15 October 2026

Time: 11:45am-1:15pm

Location: Bond Brisbane - Level 26, 240 Queen Street, Brisbane, Queensland 4000

What's On

Meet your speaker

Deborah Mazoudier, Executive Pursuit Strategist & Manager, Tender Plus Consulting

Deborah is a trusted strategic adviser to her clients. A champion for her Tender Plus team. And a passionate and committed advocate for recognition of tendering as an art form and unique discipline.

Deborah has been instrumental in working with her clients to set strategy and engagement that wins tenders. She has applied her skills in design & construction, infrastructure, civil construction, engineering, property development, asset & facilities management, professional and legal services, health services, energy, international aid, transport, and community and social programs throughout Australasia. She is the only pursuit specialist in Australia to have advised on and managed 6 successful Unsolicited Proposals to the New South Wales Government in the property sector.

She works with joint ventures, consortia and alliances to build, coach and evidence a high-performing collaborative culture that demonstrates to the procurer the group can operate as a genuinely integrated 'best for project' team from day one.

Deborah brings the “Plus” to Tender Plus, through her design and delivery of skills development and her strategic positioning advisory services on major assets for businesses, particularly leading property developers throughout Australia.
 

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