Bid dynamics 2012

Improving your bidding activity
You want...
 everyone involved in your bids to understand what‟s needed for successful proposal delivery
 everyone involved in your bids to be effective (and motivated) contributors
 everyone involved in your bids to be catalysts for change, improvement and best practice.

Essence of Bidding services and training workshops from Bid Dynamics....
 set the ground rules for quality proposal development and bid management
 explain the tasks and activities required to put together compelling proposals and client
presentations.
 position the importance of bidding in your sales and market strategy
 help you develop the highest quality proposal responses.

Improving
quality

Improving Your role
skill and in
knowledge delivering
levels change


The different aspects of your bidding strategy


Where we help:
the Bid Dynamics training and support menu

Deal or no deal Your bidding
Qualifying the
opportunity strategy

Selling the deal
Storyboarding
in writing
the bid
Planning content Documents/
presentations

The aftermath
Review, learn, retai
n, build for the
future

Deal or no deal –
qualifying your sales opportunities
Qualification Respond to the right bids, the winnable bids, the tactical bids,
the positioning bids, the strategic bids – how to decide which
one is which and what it means for you to bid or no-bid it.
Reading the ITT How to assess and understand tender documents – what is
really being asked for, what is really important, the clues your
client/prospect is giving in the RFP/ITT
Risk How to assess commercial risk – from the wider
landscape/corporate risk through to bid risk/project risk
Commercial How to assess terms and conditions and legal/ regulatory
implications – what to look for, what to seek advice on to
make sure you and your business are covered
Competition Techniques for identifying and assessing the competition
including SWOT – what will they bid, can you meet/better it,
how will you do that?
Win themes and Value proposition vs. sales proposition – what are the themes
key messages and messages that will succeed in this bid?
The bid/no-bid The bid/no-bid decision based on all the above;
decision understanding implications and next steps.


Your bidding strategy and bid contributors

Bid management How is bidding delivered and managed?
in your company Who leads it?
Who contributes?
What are the roles and responsibilities?
What does „good‟ look like for bid management and
delivery in your bidding context?
Company, client, team expectations
Bid team formation Depending on the size of each company, we explore
and roles the stages in bid team formation and the skills,
knowledge and experience needed to progress
through to high-performing bid teams
Managing the Dealing with conflicting requirements – people,
bid team dynamic technical, business, sales, deliverability; understanding
conflict in your bid team/contributors and making it
work constructively for you.
Proposal production Every deadline a panic? How‟s that working for you?!
in your company We go „beyond the pizza run‟ and find a better way....


Storyboarding the bid – planning your response
Planning and Developing the response:
storyboarding how to identify what the client really needs, how to structure,
develop and write a compelling and influential proposal using
the most appropriate media (documents, presentations,
portals).
The win themes Taking your win themes and key messages identified at the
qualification stage, identify how to weave these through your
response.
What‟s going to win in each section?
Targeting the client‟s primary concerns
Competitor advantages/disadvantages
Where you will put the emphasis throughout your response
The media Outlining the structure and approach for each required
delivery type – written proposal document, client
presentations, online portals
The look Style and layout to reflect your company branding;
document and presentation layouts/templates
Supporting Case studies, reference sites, testimonials – what can help
evidence you sell in this deal?


Sell the deal in writing – outputs for your client

Compiling brilliant Including the EFFECTIVE use of good-quality previous
content content – “here‟s one I prepared earlier” – the dangers and
the benefits
Writing styles Appropriate style and language for this particular deal;
Talking your client‟s language;
Engaging with the client through your writing;
clear articulation of win themes
Words to watch Traps for the unwary – “ensure/guarantee” – the implications
of certain words and phrases in bid situations
The management Devising the management summary that will sell best for
summary you, telling the story of your value proposition in a compelling
style, leading your client to the only conclusion you want
them to come to!
Effective proof- Who, how, when – and how to use the feedback for longer-
reading and editing term improvement
Make your response Techniques including signposting, way-finding, highlighting
easy for your client to the client‟s problem areas and why they should buy from you
approve for this deal


The aftermath – review and learn

What happened What went well? What didn‟t? Why?
and why? How do you track and monitor your bidding
outcomes and the overall experience?
What can we How do you create best practice from your best
learn? bids?
What do you “keep/stop/start”?
Identifying development, process and service
needs using client feedback
What can you learn from your competitors‟ web
sites and marketing collateral to improve your
bids?
What can we How do you retain and store the best information
build on and for future bids: repositories, intranet portals,
how do we do it?


Helping you derive best value from our services
Assess proposal Identify Design and Review
Service Deliver/
quality and skills/process customise Support
positioning implement
impact gaps improvements Mentor

Enhance – improve – coach – mentor
Improving your bidding capability and client proposal outputs for the long term means more than Apply improvement
a tick-in-the-box “Training and support delivered – back to business as usual”. actions, training and
To derive best value from our service, select and combine any of the following: coaching to live
bids, with mentoring
Direct support to bid managers and bid teams – this can include mentoring, coaching, and support as
shadowing bid managers and sales managers and preparing/rehearsing presentation teams as needed
they plan, lead, contribute to or write their next bid, with individual progress reviews at the end Review application of
of the bid. new and enhanced
Direct support to bids and presentations: direct support on site or remotely for proposal and skills and services
presentation planning, development and delivery covering ITT assessment, bid strategy, Assess in context of
writing/editing proposals and presentations, storyboarding, proof-reading and reviews. subsequent bids:
development and
Identifying and developing best practice proposal materials. This will include helping you output quality
develop on-line information repositories and associated update and maintenance procedures to
make sure you retain and optimise best practice materials.
Regular progress reviews to assess impact of improvement activities, assess win rates, client
feedback and all aspects of your bidding.

Ad-hoc and pre-booked support on-site and remotely
Specialist Hotline and out-of-hours service for 24x7 support


Benefits of working with us

Our workshops, training and services...
 help all bid contributors to understand and address your internal and client-
facing requirements, responsibilities and opportunities
 examine the sales team contribution, impact and influence on bidding and
bid teams
 help everyone to remember the client throughout
 help everyone to understand their individual role in influencing the success
of the bid and the wider sales/client relationship
 identify the best practice activities and materials from across your business
 deliver high-quality proposal content from all the bids we work on

All in the context of industry acknowledged best practice
and a focus on continuous improvement.


Benefits of working with us
Our people...
 have worked in, contributed to, managed, led, trained, coached, mentored
and improved every type of bid and sales team in private sector and public
sector organisations
 have designed and delivered proposal centres, bid processes, bid
knowledge-bases and portals and the highest-quality proposal support and
enhancement services in companies of all sizes for over 20 years
 understand every aspect and requirement of the bidding environment
 emphasise skills transfer, making sure best practice knowledge and
expertise are embedded into your processes, your services and throughout
your business.

All in the context of industry acknowledged best practice
and a focus on continuous improvement.


Bid dynamics 2012

Recommended

Recommended

More Related Content

What's hot

What's hot (15)

Similar to Bid dynamics 2012

Similar to Bid dynamics 2012 (20)

Recently uploaded

Recently uploaded (20)

Bid dynamics 2012