CREAConstructionEvent: Bids That Win by Fairsnape
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CREAConstructionEvent: Bids That Win by Fairsnape

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Presentations by Martin Brown, Fairsnape

Presentations by Martin Brown, Fairsnape

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  • Two examples of each
  • Ask for group to fill in gaps between announcement and winners
  • What do think is exceptional in your organisation?
  • And don’t forget. We’re listening – we may even talk about you.

CREAConstructionEvent: Bids That Win by Fairsnape Presentation Transcript

  • 1. Cumbria Under ConstructionBids that Win martin brown martin browne: fairsnape@gmail.com t: @fairsnape
  • 2. Built EnvironmentIndustry Today martin brown
  • 3. Budad rntn lD fitn e io in 1987"Sustainabledevelopment meetsthe needs of thepresent withoutcompromising theability of futuregenerations to meettheir own needs."
  • 4. how did we get to 2012 and still be talking about these issues “We can’t solve today’s problemsby using the same kind of thinking we used when we created them.”
  • 5. We want better communication
  • 6. The world is connected
  • 7. The world is transparent
  • 8. The world is carbon aware Changing Behaviour constructco2.com
  • 9. The world loves to share ... creativecommoners
  • 10. The world finds services online ...Architect Map
  • 11. The world seeks innovationand differentiation
  • 12. BIMThe World is Collaborative
  • 13. And digital ...
  • 14. The world is becomingsocially responsible
  • 15. The world is Eco-RefittingAnd seeking Living Buildings ...
  • 16. Star Gazing Innovative Solid and ReliableGroundedmartin brown e: fairsnape@gmail.com t: @fairsnape
  • 17. And Next? anonymouscollective
  • 18. Clients requirements are becoming increasingly sophisticated. What have you done differently?
  • 19. Cumbria Under ConstructionBids that Win martin brown martin browne: fairsnape@gmail.com t: @fairsnape
  • 20. BID SUCCESS FOUR STEP PROGRAMME PLAN ... to win work DO ... producing winning bids CHECK ... monitor performance ACT ... learn and improvemartin brown e: fairsnape@gmail.com t: @fairsnape
  • 21. How much time do you spend on Bidding? What are your bid costs?What is your success rate?
  • 22. you don’t winwork a tender sta t ge who does?
  • 23. those who delight clients anda better tha the others re n
  • 24. PQQ Winners plan to win Have Customer/Market Intelligence Are well informed and visible Have sound Bid Process Have Supply Chain common goals Articulate evidence Are a Fit Organisation Innovate and offer solutions have ‘extra zap’martin brown e: fairsnape@gmail.com t: @fairsnape
  • 25. + D o you ZAP energy Or - D o you SAP energymartin brown e: fairsnape@gmail.com t: @fairsnape
  • 26. Q Whats your Differentiator?martin brown e: fairsnape@gmail.com t: @fairsnape
  • 27. Your Differentiator Competitive strengths Hard to copymartin brown e: fairsnape@gmail.com t: @fairsnape
  • 28. Your Differentiator Competitive strengths Organisational structure Processes Products and Services Hard to copymartin brown e: fairsnape@gmail.com t: @fairsnape
  • 29. ls Your Differentiator we Je ro wn Values and rC the way ou people work Y together People Competitive strengths Suppliers and Customers Organisational structure Processes Products and Services Hard to copymartin brown e: fairsnape@gmail.com t: @fairsnape
  • 30. “Getting SELECTED not DE-SELECTED ”martin brown e: fairsnape@gmail.com t: @fairsnape
  • 31. expression of interest the Bid Process PQQ Stage 1 - technical Stage 2 - cost Interviews Preferred Bidder WINNER
  • 32. Bid Traps How to deselect yourselfmartin brown e: fairsnape@gmail.com t: @fairsnape
  • 33. Bid Traps How to deselect yourself Not Understanding the Bid, assessment, scoring, weighting …martin brown e: fairsnape@gmail.com t: @fairsnape
  • 34. 0 - Unacceptable 1 - Very weak - almost unacceptable 2 - Weak - well below expectations 3 - Poor - below expectations 4 - Satisfactory but below expectations 5 - Meets expectations 6 - Slightly exceeds expectations 7 - Good well above expectations 8 - Very good 9 - Outstanding 10 - Exceptionalmartin brown e: fairsnape@gmail.com t: @fairsnape
  • 35. Bid Traps How to deselect yourself Not answering the questions All the question parts You don’t get points for blanksmartin brown e: fairsnape@gmail.com t: @fairsnape
  • 36. Bid Traps How to deselect yourself No or little Evidence Riding on others Evidencemartin brown e: fairsnape@gmail.com t: @fairsnape
  • 37. Winners articulate evidence Evidence Evidence Evidence Anecdotal Comprehensive Questionable Believable Compellingmartin brown e: fairsnape@gmail.com t: @fairsnape
  • 38. Bid Traps How to deselect yourself Questionable Responsemartin brown e: fairsnape@gmail.com t: @fairsnape
  • 39. … transparency Bid …In Practice … Onlinemartin brown e: fairsnape@gmail.com t: @fairsnape
  • 40. Bid Traps How to deselect yourself Poorly Structured Responsemartin brown e: fairsnape@gmail.com t: @fairsnape
  • 41. Bid Traps How to deselect yourself Not a team Responsemartin brown e: fairsnape@gmail.com t: @fairsnape
  • 42. Bid Traps How to deselect yourself Unclear Responsemartin brown e: fairsnape@gmail.com t: @fairsnape
  • 43. Bid Traps How to deselect yourself Unclear Responsemartin brown e: fairsnape@gmail.com t: @fairsnape
  • 44. Bid Traps How to deselect yourself Too Long Too Short Word Limitsmartin brown e: fairsnape@gmail.com t: @fairsnape
  • 45. Bid Traps How to deselect yourself Difficult to navigate Hard to read Not easy for assessormartin brown e: fairsnape@gmail.com t: @fairsnape
  • 46. Bid Traps How to deselect yourself Familiarity Don’t Assumemartin brown e: fairsnape@gmail.com t: @fairsnape
  • 47. Bid Traps How to deselect yourself Copy Cat Copied from other bids Copied from websitesmartin brown e: fairsnape@gmail.com t: @fairsnape
  • 48. Bid Traps How to deselect yourself No Independent Review Silly Errorsmartin brown e: fairsnape@gmail.com t: @fairsnape
  • 49. Throwing it away at the end I nterviews a Presenta nd tionsmartin brown e: fairsnape@gmail.com t: @fairsnape
  • 50. Using Feedbackmartin brown e: fairsnape@gmail.com t: @fairsnape
  • 51. W r it t e n M e e t in g s F e e d b a c k E ve nts In d e p e n d e n tmartin brown e: fairsnape@gmail.com t: @fairsnape
  • 52. Review - T rends … over la 5 PQ Q ’s ? st Overall Subj Area ect s Q uestionsmartin brown e: fairsnape@gmail.com t: @fairsnape
  • 53. Review - SWOTmartin brown e: fairsnape@gmail.com t: @fairsnape
  • 54. Review - SWOT M easured CO2 T op score on ‘people’ N o CSR Stra tegy N o Sub Contra I nput ctor Client insight to CSR (localism) Client wa to understa our CO2 ca nts nd lc Our S/C writing for competitor bids B a publicity on current j for client d obmartin brown e: fairsnape@gmail.com t: @fairsnape
  • 55. Act I mproving Future B ids Improve Practice Improve Best Practice Capture Improve Articulation Improve Submissionmartin brown e: fairsnape@gmail.com t: @fairsnape
  • 56. Act - Visibility Who is amplifying your message Who is damaging your imagemartin brown e: fairsnape@gmail.com t: @fairsnape
  • 57. Do your bids inspire? + D o you ZAP energy Or - D o you SAP energy Are your bids hard work?martin brown e: fairsnape@gmail.com t: @fairsnape
  • 58. Usingsocial media In bidding
  • 59. Why use social Keeping Informed media Being Visible Conversations that lead to Relationships Innovate Collaborative Bid writing Winning Workmartin brown e: fairsnape@gmail.com t: @fairsnape
  • 60. “If we don’t get thisright Gen X and Gen Ywon’t want to work forus but they will want towork for someone else”“you cant hideanything from us … weare to social mediasavvy”
  • 61. Web Project Sheets Links to Building / Facilities website Innovative solutions Client website Contractor website Supply Chain links Project Blogs + Images Google Maps QR Code (for accessing online info from printed version) Allow FeedbackM pr oj ect sheet s com al ive again RSS ake e Sharing onwardsmartin brown e: fairsnape@gmail.com t: @fairsnape
  • 62. What is your response to social media? What is your Clients?
  • 63. Support Sessions: Wining Work Green Deal Construction Improvement Sustainability and CSRUnderstanding Social Media martin brown e: fairsnape@gmail.com t: @fairsnape