Module 2  |   To Bid or not to Bid?  Winning Business Proposals
Why Bother Making this Decision? <ul><li>It’s just not practical to go after them all. </li></ul>Proposal costs are market...
Making the Bid/No-bid Decision <ul><li>Qualify the opportunity using the “Bid/No-bid Questionnaire” </li></ul><ul><li>Ensu...
Making the Bid/No-bid Decision <ul><li>Qualify the opportunity using the “Bid/No-bid Questionnaire” </li></ul><ul><li>Ensu...
The Bid/No-bid Questionnaire <ul><li>Where has the opportunity come from? </li></ul><ul><li>Are we technically capable of ...
The Bid/No-bid Questionnaire (2) <ul><li>Who’s the competition, and can we beat them? </li></ul><ul><li>If we win, how wil...
The Bid/No-bid Questionnaire (3) <ul><li>Could we achieve a better return on our investment of time, effort and cost in pr...
Making the Bid/No-bid Decision <ul><li>Qualify the opportunity using the “Bid/No-bid Questionnaire” </li></ul><ul><li>Ensu...
“ Rigged” and “Decoy” Deals Module 2  |   To Bid, or not to Bid? <ul><li>Rigged </li></ul><ul><ul><li>Where the supplier i...
“ Rigged” Deals - Why? <ul><li>A favoured incumbent </li></ul><ul><li>Apparent uniquely qualified supplier, but purchase p...
Spotting a “Rigged” deal <ul><li>No foolproof way, but watch for: </li></ul><ul><li>Use of competitor’s trade names </li><...
Can you win with a “Rigged” deal? <ul><li>Definitely, if: </li></ul><ul><li>Your client is interested in soliciting the be...
“ Decoy” Deals - Why? <ul><li>Many reasons, including: </li></ul><ul><li>Research/free consultation/information </li></ul>...
Spotting a “Decoy” deal <ul><li>Again, no foolproof method, but consider: </li></ul><ul><li>The “Bluebird” </li></ul><ul><...
How do you deal with a “Decoy”? <ul><li>Run Away </li></ul><ul><li>Charge for the proposal </li></ul><ul><ul><ul><li>prese...
Making the Bid/No-bid Decision <ul><li>Qualify the opportunity using the “Bid/No-bid Questionnaire” </li></ul><ul><li>Ensu...
<ul><li>Confirm that your likely proposed solution has at least one Unique Selling Proposition (USP) – preferably more </l...
<ul><li>Finally, before a “No-bid” decision for an opportunity you know you cannot win,  </li></ul><ul><li>ensure that the...
In Summary... <ul><li>Don’t chase everything, think: </li></ul><ul><li>Is the opportunity real? </li></ul><ul><li>Can you ...
Are you an in-house trainer or a sales trainer / consultant?  Want a full set of these slides to integrate into your own p...
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Winning Business Proposals Module 2

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Step-by-step methodology for building winning business proposals - based up Deiric McCann's bestselling book 'Winning Business Proposals' (www.deiricmccann.com)

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Transcript of "Winning Business Proposals Module 2"

  1. 1. Module 2 | To Bid or not to Bid? Winning Business Proposals
  2. 2. Why Bother Making this Decision? <ul><li>It’s just not practical to go after them all. </li></ul>Proposal costs are marketing costs just like advertising & PR - think about them Module 2 | To Bid, or not to Bid? <ul><li>Why? </li></ul><ul><li>Costs, pure and simple: </li></ul><ul><li>Man-hours Cost </li></ul><ul><li>Consumables Cost </li></ul><ul><li>Opportunity Cost </li></ul><ul><li>Confidence Costs </li></ul><ul><li>Profile Costs </li></ul>
  3. 3. Making the Bid/No-bid Decision <ul><li>Qualify the opportunity using the “Bid/No-bid Questionnaire” </li></ul><ul><li>Ensure That The RFP Is Not “Rigged” Or a “Decoy” </li></ul><ul><li>Ensure that your proposal will have at least one USP </li></ul>Module 2 | To Bid, or not to Bid?
  4. 4. Making the Bid/No-bid Decision <ul><li>Qualify the opportunity using the “Bid/No-bid Questionnaire” </li></ul><ul><li>Ensure That The RFP Is Not “Rigged” Or a “Decoy” </li></ul><ul><li>Ensure that your proposal will have at least one USP </li></ul>Module 2 | To Bid, or not to Bid?
  5. 5. The Bid/No-bid Questionnaire <ul><li>Where has the opportunity come from? </li></ul><ul><li>Are we technically capable of doing the work? </li></ul><ul><li>Is this the kind of deal we want to be seen to take? </li></ul><ul><li>Will we need extra resources (people or equipment etc.) to complete this work and can we cost to cover this? </li></ul><ul><li>Do we particularly want this deal/client? </li></ul>Module 2 | To Bid, or not to Bid?
  6. 6. The Bid/No-bid Questionnaire (2) <ul><li>Who’s the competition, and can we beat them? </li></ul><ul><li>If we win, how will it affect current business commitments? </li></ul><ul><li>In winning might we lose or upset an existing valued client or some other prospective business? </li></ul><ul><li>Do we know that there is a definite budget for this project? </li></ul>Module 2 | To Bid, or not to Bid?
  7. 7. The Bid/No-bid Questionnaire (3) <ul><li>Could we achieve a better return on our investment of time, effort and cost in preparing this proposal if we focused our attention elsewhere (on other opportunities)? </li></ul><ul><li>What is the prospect’s payment/credit record? </li></ul><ul><li>Be ruthless in qualifying opportunities - could you spend your time more profitably elsewhere? </li></ul>Module 2 | To Bid, or not to Bid?
  8. 8. Making the Bid/No-bid Decision <ul><li>Qualify the opportunity using the “Bid/No-bid Questionnaire” </li></ul><ul><li>Ensure That The RFP Is Not “Rigged” Or a “Decoy” </li></ul><ul><li>Ensure that your proposal will have at least one USP </li></ul>Module 2 | To Bid, or not to Bid?
  9. 9. “ Rigged” and “Decoy” Deals Module 2 | To Bid, or not to Bid? <ul><li>Rigged </li></ul><ul><ul><li>Where the supplier is known before the proposal cycle begins </li></ul></ul><ul><li>Decoy </li></ul><ul><ul><li>Where the purpose of the proposal cycle is other than the selection of a supplier for given products or services </li></ul></ul>
  10. 10. “ Rigged” Deals - Why? <ul><li>A favoured incumbent </li></ul><ul><li>Apparent uniquely qualified supplier, but purchase process demands proposal cycle </li></ul><ul><li>A particular supplier “created the need” and wrote the RFP </li></ul><ul><li>Corruption (infrequently, despite what many salespeople say) </li></ul>Module 2 | To Bid, or not to Bid?
  11. 11. Spotting a “Rigged” deal <ul><li>No foolproof way, but watch for: </li></ul><ul><li>Use of competitor’s trade names </li></ul><ul><li>Use of competitive supplier originated terminology </li></ul><ul><li>Requirement for unique features of competitive offering </li></ul>Module 2 | To Bid, or not to Bid? The key is knowing your competition, their products and their marketing/sales approach
  12. 12. Can you win with a “Rigged” deal? <ul><li>Definitely, if: </li></ul><ul><li>Your client is interested in soliciting the best possible solution </li></ul><ul><li>Your offering is vastly superior to all competitors </li></ul><ul><li>...if you have something really special to offer </li></ul>If in Doubt - Qualify out! Module 2 | To Bid, or not to Bid?
  13. 13. “ Decoy” Deals - Why? <ul><li>Many reasons, including: </li></ul><ul><li>Research/free consultation/information </li></ul><ul><li>To prepare a more comprehensive RFP </li></ul><ul><li>To build a specification for an in-house project </li></ul>Module 2 | To Bid, or not to Bid?
  14. 14. Spotting a “Decoy” deal <ul><li>Again, no foolproof method, but consider: </li></ul><ul><li>The “Bluebird” </li></ul><ul><li>Interesting, target non-client </li></ul><ul><li>Brain-numbing size/significance </li></ul><ul><li>Short time-scale for response </li></ul><ul><li>Little on paper </li></ul><ul><li>Little detail on requirement </li></ul><ul><li>Limited (particularly senior level) contact </li></ul>Module 2 | To Bid, or not to Bid?
  15. 15. How do you deal with a “Decoy”? <ul><li>Run Away </li></ul><ul><li>Charge for the proposal </li></ul><ul><ul><ul><li>present it as a report or specification </li></ul></ul></ul><ul><ul><ul><li>allow the cost against the final project cost </li></ul></ul></ul><ul><li>Copyright your proposals </li></ul><ul><ul><ul><li>but if they do steal your ideas what can you realistically do? </li></ul></ul></ul>Module 2 | To Bid, or not to Bid?
  16. 16. Making the Bid/No-bid Decision <ul><li>Qualify the opportunity using the “Bid/No-bid Questionnaire” </li></ul><ul><li>Ensure That The RFP Is Not “Rigged” Or a “Decoy” </li></ul><ul><li>Ensure that your proposal will have at least one USP </li></ul>Module 2 | To Bid, or not to Bid?
  17. 17. <ul><li>Confirm that your likely proposed solution has at least one Unique Selling Proposition (USP) – preferably more </li></ul>Module 2 | To Bid, or not to Bid?
  18. 18. <ul><li>Finally, before a “No-bid” decision for an opportunity you know you cannot win, </li></ul><ul><li>ensure that there are no extraordinary reasons to proceed anyway </li></ul>Module 2 | To Bid, or not to Bid?
  19. 19. In Summary... <ul><li>Don’t chase everything, think: </li></ul><ul><li>Is the opportunity real? </li></ul><ul><li>Can you win the business? </li></ul><ul><li>If you do win, will it be worthwhile? </li></ul><ul><li>If you can’t win, is there some other good reason to bid? </li></ul>Module 2 | To Bid, or not to Bid?
  20. 20. Are you an in-house trainer or a sales trainer / consultant? Want a full set of these slides to integrate into your own programs? These are available to all bulk purchases of the latest edition of ‘Winning Business Proposals’ who purchase 200 copies or more in hard copy or electronic formats. For pricing information or any other enquiries: please use the contact form on www.deiricmccann.com Would you like a full set of all 7 modules of this course in an editable PowerPoint format?

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