Ten Slides in Ten Minutes - The Bid Centre

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A brief look at what is required for a successful Bid Centre

A brief look at what is required for a successful Bid Centre

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  • 1. SS Ten Slides in Ten Minutes: The Bid Centre [Capturing the Hearts and Minds of Prospects & Clients] Presented by: Bill Graham APM.APMP bill.graham@sales-synthesis.co.za December, 2013 1
  • 2. Typical Bid Process Failures • Misalignment of the process to the organisation’s way of working and other processes • Too complex a process with the perception of little value being added • Lack of training of the process across the organisation • Lack of discipline and commitment by staff • Senior management not enforcing sound governance • Too cumbersome a process for the average time to compile submissions (overhead) • Not integrated with other sales support functions. Sales Services is the glue for all of the sales activities Sales Services = Sales Operations + Bid Centre 2
  • 3. Sales Services enables a Salesforce to Win Sales Services is the ‘coupling’ of Sales Operations and a Bid Centre to support both sales leadership and the entire Salesforce in their endeavours [It is usually a Shared Service] ‘Typical’ Sales Services Bid Centre [Custodians of the Bid Process] • • • • Bid Managers [actively managing proposals] Proposal Coordinators [Standard content, Collation of additional content, final formatting , printing etc] Content Providers (virtual) Quality Assurance [External – Independent] 3
  • 4. The Bid Process must not be fragmented & needs a Custodian Regions Bid Management Sales Partners Cost/Price Prospect Lead gen. Solution/s Architecture Craft Bid Qualify Review Specialists *SMM/SME Sales Pricing Technical Design Design P&L Finance Legal Submit Regulatory Finance Legal Expert Involvement * Subject Matter Master / Subject Matter Expert 4
  • 5. Bid Centre Resourcing Bid Centre Manager Custodian of the Bid Process Proposal Co-ordinator/s Bid Managers Strategically manage bid responses. Key activities are: Resources based in a Bid Centre. Key activities are: • Building and managing the Bid Team & Bid Control Plan (BCP) • Building the proposal, ensuring customer focus and clear articulation • Risk management – ensuring all risks are understood, mitigated or accepted • Ensuring that applicable reviews occur during the bid process. • • • • • • Submission content collation Formatting of content Ensuring alignment to branding policy Graphical representations Lodging of submission Update of templates. QA Consultant Final Quality Assurer External resource/s: • • • • • Alignment of responses to client’s questions Grammar & spelling Presentable format Quality deliverable Trusted advisor. Professionally accredited resources 5
  • 6. Bid Centre – Resource Accreditation The Association of Proposal Management Professionals® (APMP®): the global association of record for Bid, Proposal, Business Development, Capture and Graphics Professionals. The Three Levels of APMP Accreditation: Foundation: 1-3 years’ industry experience Practitioner: 3-7 years’ industry experience Professional: 7+ years’ industry experience 6
  • 7. Bid Centre [Typical Physical Infrastructure] War Room #1 * Printer/s * Store Room [for large/complex bids] Bid Centre Manager* Collation Area Secure Area #1 War Room #2 * [for large/complex bids] Collation Area Hot Desks * Secure Area #2 Proposal Co-ordinator/s* Bid Centre functionality should not be situated in open plan ! * Equipped with wireless/wired LAN connectivity 7
  • 8. Bid Process Maturity & Positioning [Key Focus Areas] ‘One Man’ Concern Small Business Medium Company Self Secretary Proposal Coordinator Proposal Coordinator Proposal Coordinator Bid Admin. Self Owner Manager(s) External QA External QA QA Self Owner Manager & Partners Business Units & Formalised Alliances Professional Bid Team Bid Structure Self Owner Manager Dedicated Bid Manager Professional Bid Manager Bid Management Self Owner Manager(s) Subject Matter Experts Subject Matter Experts Content Providers None Ad-hoc Limited (some documented) Well Defined and Certified Integrated & ISO Certified Processes Self-Assessment Indicator Large Corporation Global Enterprise Key Focus Area 8
  • 9. Bid Process Maturity & Positioning [Key Impact Areas] ‘One Man’ Concern Small Business Medium Company Self Secretary Proposal Coordinator Proposal Coordinator Proposal Coordinator Doc. structure Self Owner Manager(s) External QA External QA Content Quality Self Owner Manager & Partners Business Units & Formalised Alliances Professional Bid Team Role Clarity Self Owner Manager Dedicated Bid Manager Professional Bid Manager Winning Potential Self Owner Manager(s) Subject Matter Experts Subject Matter Experts Relevance to Client None Ad-hoc Limited (some documented) Well Defined and Certified Integrated & ISO Certified Timeous Deliverables Self-Assessment Indicator Large Corporation Global Enterprise Key Impact Area 9
  • 10. Client Centricity permeates a Sales Organisation “Developing a clear, comprehensive picture of what the client is seeking is the single most important part of your whole proposal preparation process - if you get the requirement wrong, you’ll get the solution wrong.” - McCann Sales Services is the glue for all of the sales activities Sales Services = Sales Operations + Bid Centre Courtesy: Kristen L. Sweet & Sales Synthesis 10