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Ten slides in Ten minutes - a Perspective on Global Bid Management
1. SS
Ten Slides in Ten Minutes:
A Perspective on Global Bid Management
[Capturing the Hearts and Minds of Prospects & Clients]
Presented by:
Bill Graham APM.APMP
June, 2013
bill.graham@sales-synthesis.co.za
3. Dominant ExclusiveEmerging PervasiveAbsent
Symbiotic
relationship
with clients
Sustainability
Making the competitors irrelevant
Projects ParticularPerforming PertinentPeople Places
The Sustainable Business Imperative
Building mutually beneficial and sustainable long-term client relationships
Source: Sales Synthesis
Multi-National Companies [MNCs] may embrace a
new dawn or a long dark night.
Know where you are going
3
4. Consider a Strategic Staircase to illustrate the Visionā¦
Value derivation from
income generation activities
2013/14 2014/15 2015/16 2016/17
ā¢Consolidate strengths
ā¢Introduce new brand
ā¢Grow revenue in existing
market
ā¢ Market positioning
ā¢ Identified alliances
ā¢ New client base
ā¢Success in emerging
marketplace
ā¢Integrated Account Plans to
specifically support the client
Business Strategies
ā¢Revenue growth from new
clients closed previous FY
ā¢Develop replicable solutions /
services
ā¢Identify & grow in new
markets
ā¢Focus on new clients
ā¢Embed CRM principles
ā¢Develop more replicable
solutions and services
ā¢Dominate chosen markets
ā¢South African dominance with
integrated value chain across
major sectors
ā¢Revenue growth
ā¢Recognised brand
ā¢Employer of choice
ā¢First refusal partner
ā¢Non-domestic growth
ā¢First refusal partner with new
clients
ā¢Client retention
ā¢Competitive KO
ā¢ > X % marketshare
OutcomesThrust
Emerging
Dominant
Recognised
Leader
One of many
Source: Sales Synthesis
Symbiotic
relationship
with clients
4
5. Bid Management is part of the Sales Phase of the Service Delivery Life
Cycle.
It enables a client to obtain value from the āsolutions/product/serviceā that the
Service Provider is proposing.
Lengthy discourse with the prospects are necessary to identify the problem
they are attempting to resolve [Account Management]
5
What is Bid Management?
7. The Opinion Paradox
Source: Sales Synthesis
Number of Resources on the Bid Team
Productivity
The crest of sensibility
The larger a Bid Team, the lower the resultant productivity
MNC
Executive
Involvement
āTechnicalā
Involvement
Opinions and Positional
Power do not a robust Bid
Team make
The trajectory of hopelessness
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8. Use intensive analytics to determine the correct growth strategies and territories [qualified opportunities]
Flatten the organisational structures as much as reasonably possible [rapid relevant structures for decision-making]
Move everything possible to a national level - with global āvirtualā teams [obtain national value and leverage globally]
Be aware of belief systems and allow for āall user/sā interaction [spread the decision-making to the correct entities]
Factual
knowledge is an
imperative
Internal politics
is self-
destructing
Know your real
competition
Relationships are key
to successful
engagements
Higher profitable
opportunities, the
higher the
investment
Source: Sales Synthesis
Answering RFx questions will not a winning proposal makeā¦
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9. Dominant ExclusiveEmerging PervasiveAbsent
Symbiotic
relationship
with clients
Sustainability
Making the competitors irrelevant
Multi-National Companies [MNCs] may embrace a
new dawn or a long dark night.
Politics, Regulatory Issues, Withholding Taxes, Unrecoverable VAT etc.
Craft a Roadmap ā including Value Propositions - to support a Clientās
business sustainabilityā¦
Territories: Market, Regional Communities, Client Attractiveness, Culture, Corruption Index
Winners
Losers
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