SS
Ten Slides in Ten Minutes:
Thinking about the Virtual Bid Team
[Capturing the Hearts and Minds of Prospects & Clients]
...
Craft Proposal Client AdjudicationIdentify Qualify DeliverySubmit
The Client Engagement Process & a few Points to Ponder
•...
A Bid Manager liaises with the Virtual Team
Sales
[incl. AM]
Product
Specialists
Commercial
Prospect Lead gen. Qualify
Des...
Market
Management
Relationship
BuildingPrompts:
• Global trends
• Industry knowledge
• Unfolding
opportunities
• Emerging ...
5
The Virtual Bid Team is Resourced from Units Providing Value
Mutually
Agreed
Solutions
Client
Definesthe
VirtualTeam
Dif...
Core Team
• Bid Manager
• Commercial
• Product Specialists
• Solutions Architect/s
• Finance
• Legal
Optional Team Members...
Core Team
• Bid Manager
• Commercial
• Product Specialists
• Solutions Architect/s
• Finance
• Legal
Optional Team Members...
Core Team
• Bid Manager
• Commercial
• Product Specialists
• Solutions Architect/s
• Finance
• Legal
Optional Team Members...
9
Team Conflict will occur and must be Managed
The Thomas-Kilmann model looks at the ways people deal with conflict in two...
10
Sometimes negotiation does not work, especially in a conflict situation, where we need other
skills and solutions:
• Gi...
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Ten Slides in Ten Minutes - Thinking about the Virtual Bid Team

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Bid Teams are complex entities and even more so when they comprise of virtual team members. This presentation looks at a few aspects of these virtual bid teams and their actual members.

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Ten Slides in Ten Minutes - Thinking about the Virtual Bid Team

  1. 1. SS Ten Slides in Ten Minutes: Thinking about the Virtual Bid Team [Capturing the Hearts and Minds of Prospects & Clients] Presented by: Bill Graham CP.APMP June, 2014 bill.graham@sales-synthesis.co.za
  2. 2. Craft Proposal Client AdjudicationIdentify Qualify DeliverySubmit The Client Engagement Process & a few Points to Ponder • Solid Win Strategy • Bid Centre Support • Organisational Teamwork • Relevant Solution • Selling on Value and not Price • Industry Knowledge • Understanding of Client’s Business Strategy • Good relationship with Key Decision-makers • Resonating Win Themes • Solution supporting Client’s Business Imperatives • Building Track Record • Execution Investment • Robust Service Delivery • Professional package • Word Perfect • On-Time Submission Robust Capture Plan Relevant Solution Resonating Submission Professional Proposal / Bid Management Process 2 Underpinned by a Virtual Team
  3. 3. A Bid Manager liaises with the Virtual Team Sales [incl. AM] Product Specialists Commercial Prospect Lead gen. Qualify Design Craft Bid Pricing P&L Review Submit Bid Management Legal/ Contracts Regulatory Regions Cost/Price Sales Technical Design Finance Legal Partners Specialists SMM/SME 3 Non-Standard Solution Account & Bid Management work as a Team Underpinned by a Virtual Team
  4. 4. Market Management Relationship BuildingPrompts: • Global trends • Industry knowledge • Unfolding opportunities • Emerging risks Prompts: • Pedigree/s • Preferences • Requirement/s for advancement • Resource alignment • Communication plan/s Prompts: • Wants vs. needs • Resourcing requirements • Solutions vs. Risks • Ability to deliver • Competition Account Managers should be “Thought Leaders” in specific industries Account Managers need to be articulate & be the Single Point of Contact [SPOC] Account Managers need to understand the clients’ needs and deliver against this need The identified Client Solution defines the Virtual Team Abundance of Solutions Selection of Solutions Relevant solutions must be mutually agreed between the Service Provider & the Client Source: Sales Synthesis 4 Mutually Agreed Solutions Client Definesthe VirtualTeam Opportunity Scouting
  5. 5. 5 The Virtual Bid Team is Resourced from Units Providing Value Mutually Agreed Solutions Client Definesthe VirtualTeam Different Virtual Teams for Different Opportunities Mutually Agreed Solutions Client Definesthe VirtualTeam Mutually Agreed Solutions Client Definesthe VirtualTeam Mutually Agreed Solutions Client Definesthe VirtualTeam
  6. 6. Core Team • Bid Manager • Commercial • Product Specialists • Solutions Architect/s • Finance • Legal Optional Team Members • Marketing • Regional Management 6 The Virtual Bid Team is Resourced from Units Providing Value ‘Other’ Team Members • Content Writers • Quality Assurance • Third Parties • Partners Workstream Leaders selected from this team Professional Proposal Producers Professional Consultancy Virtual Team Mutually Agreed Solutions Client Definesthe VirtualTeam Covering the Complete Opportunity Requirements
  7. 7. Core Team • Bid Manager • Commercial • Product Specialists • Solutions Architect/s • Finance • Legal Optional Team Members • Marketing • Regional Management 7 A Steering Committee (Steerco) is useful for Large Complex Bids ‘Other’ Team Members • Content Writers • Quality Assurance • Third Parties • Partners Workstream Leaders selected from this team Professional Proposal Producers Professional Consultancy Virtual Team Covering the Complete Opportunity Requirements Bid ManagementSteerco Steerco • Opportunity Sponsor • Commercial Executive • Business Development Executive • C-Levels (optional)
  8. 8. Core Team • Bid Manager • Commercial • Product Specialists • Solutions Architect/s • Finance • Legal Optional Team Members • Marketing • Regional Management 8 The Bid Manager must Monitor the Team Member Relationships ‘Other’ Team Members • Content Writers • Quality Assurance • Third Parties • Partners Virtual Team Bid ManagementSteerco Steerco • Opportunity Sponsor • Commercial Executive • Business Development Executive • C-Levels (optional) A Steerco adds another level of relationships and complexity - and must also be managed
  9. 9. 9 Team Conflict will occur and must be Managed The Thomas-Kilmann model looks at the ways people deal with conflict in two dimensions: assertiveness and cooperativeness. The Bid Manager needs to understand this concept and how to manage an intervention. Future Virtual Team members will be recruited based on past experience in terms of co-operation and teamwork Such selection will potentially dilute the skill base but will result in a more productive team Outcome Negotiation may be the answer
  10. 10. 10 Sometimes negotiation does not work, especially in a conflict situation, where we need other skills and solutions: • Giving in • Instruction • Coercion • Problem solving • Persuasion • Arbitration. The Bid Manager must also be Adept at Negotiation 1. Everybody wants something from someone, and different methods can be used to get what you want. Negotiation is just one of the methods 2. Negotiation: a) Implies receiving and giving b) Is a synonym for trading c) Can be seen as the process where parties agree to get what they want, through proposals and bargaining 3. All parties must have a ‘need’ or ‘want’ and must be willing to bargain 4. Wanting something from someone can also be considered as conflict behaviour, especially if the other does not want to part with it.

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