ibbc - Ingo Behrmann Business Consulting - Service Brief

1. ibbc – Bid/Proposal Management – 01.07.2017
IBBC
INGO BEHRMANN BUSINESS CONSULTING
– SERVICE BRIEF
VICTORIA BC, CANADA

2. ibbc – Bid/Proposal Management – 01.07.2017
IBBC – SERVICE BRIEF AGENDA
Who is ibbc
What ibbc offers - our Consulting Services
Scope of Consulting
Your Business
Your Bene9its
Back up
WinTheContract (WTC)
Examples
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3. ibbc – Bid/Proposal Management – 01.07.2017
WHO IS IBBC
Ingo Behrmann (Dipl.-Ing.)
I was born in October 1956 in Vancouver BC and moved as a child with
my parents to US and Germany from where I relocated in January 2014.
I received a Diplom-Ingenieur degree from the Helmut-Schmidt University
of the German Federal Armed Forces in Hamburg.
I am married and I am proud of having two grand children.
Working for the AIRBUS Group during the last 30 years I gained much expertise in
Engineering, Program Management, Business Development and Sales.
I am certiVied by the Association of Proposal Management Professionals (APMP).
During my professional career I led major programs in capture-and proposal management
including the:
• Tornado Vighter aircraft modernization program for UK, Saudi Arabia and India
• MiG 29 Vighter aircraft modernization and sales program for Bulgaria and Romania
• Explosives Ordnance Disposal Training program for Kuwait
• Signal Intelligence aircraft development and sales program for the UAE
• Mechanics and pilots training program for Oman
• Joint Device Training System in partnership with High-Tech Company in Canada
• Border Guard training program for Saudi Arabia
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4. ibbc – Bid/Proposal Management – 01.07.2017
WHAT IBBC OFFERS
Our Consultant services for your Business
• We emphasize on Bid and Proposal Management for small and medium size
enterprises, active in industry/business Vields like:
ü Medical/pharmacy
ü Civil engineering
ü Infrastructure/construction
ü Energy (oil/gas)
ü Aeronautic/aerospace
ü Defense
• Our consulting covers the whole life cycle for:
ü Pre-tender phase
ü Bid/Tender phase
ü Execution/Program delivery Phase
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5. ibbc – Bid/Proposal Management – 01.07.2017
SCOPE OF CONSULTING
• We coach, mentor and train your people
• We guide you and/or write the Executive Summary of your proposal
• We compose convincing Win Themes
• We guide you on Storyboarding the Bid
• We edit and review your Bid
• We construct Bid Boilerplates, templates/structure to make your Bid look like a very
attractive winning Bid
• We guide you on the correct strategy for winning and for negotiation
• We advise you on pricing strategy examples:
ü Negotiation margins
ü Use of attractive priced options
ü How best to structure the payment plan
e.g. most cash Vlow in early milestones
ü How to convince the Customer of the
advantages of mutually beneVicial
milestone acceptance criteria
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6. ibbc – Bid/Proposal Management – 01.07.2017
SCOPE OF CONSULTING (CONT’D)
We will jointly consider in detail and guide you regarding following topics:
• Is there a product/service solution available?
• Can we address the Customers Hot Buttons, and include strong Value Propositions?
• Will we be compliant to Customers requirements?
• Can we deliver within the requested timeframe?
• Do we deVine a draft Executive Summary and Win Themes?
• Do we prepare draft bid plan/schedule showing key delivery and bid review dates?
• Do we identify any suppliers/industrial partners and potential offset opportunities?
• Do we identify any technical and commercial risk and any respective contingencies?
• Do we deVine bid team and allocate bid work packages?
• Do we set delivery deadlines in agreement with all stakeholders and update the bid
plan/schedule?
• Do we perform internal bid reviews with all involved stakeholders according to
“WinTheContract” (WTC) process?
• Do we perform Final Bid Approval Review, and obtain the necessary commercial
approvals?
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7. ibbc – Bid/Proposal Management – 01.07.2017
YOUR BUSINESS
You successfully operate a ‘Small/Medium size Enterprise’ (research, development,
design, production, services).
You may look for improvement of efViciency regarding your sales stream and enlarge
the numbers of contracts awarded from national/international customers in order to
sustain your business.
A proven way is to enhance your customer intimacy and effectively plan your tender
participation, i.e. enhance your “Win the Contract” process.
Your aim is to ef9iciently… win (more) Contracts
Key to your success is the bid
and proposal management
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8. ibbc – Bid/Proposal Management – 01.07.2017
YOUR BENEFIT
You will …
• be able to increase the ratio of win vs. offer in a commercially efVicient way
• increase the number of contracts awarded with substantially reduced effort for the
proposal evaluation and preparation by gaining from an early close customer intimacy
• prepare a customer focused and well structured proposal highlighting the customer
beneVits and your differentiators
• gain from special emphasis and focus on “Customer Hot Buttons” through-out your
proposal as well as deVining Theme Statements and Value Propositions
• Finally you will not only have an exceptionally valuable Executive Summary but an
overall satisfying proposal written, meeting your customers expectations and
convincing him to purchase from you
We coach and consult you
in order to make it happen
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9. ibbc – Bid/Proposal Management – 01.07.2017
CONTACT
Ingo Behrmann
N302-737 Humboldt St
Victoria BC, V8W 1B1
Canada
email: ibbc@behrmann10.de
cell: +1-778-996-7595
fax: +1-250-385-8424
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10. ibbc – Bid/Proposal Management – 01.07.2017
YOUR QUESTIONS?
… our answers!
Thank you for your interest
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11. ibbc – Bid/Proposal Management – 01.07.2017
BACK UP
WinTheContract Process
Examples
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12. ibbc – Bid/Proposal Management – 01.07.2017
WIN THE CONTRACT
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WinTheContract (WTC) Process
Opportunity
Management
Bid/No Bid
Preparation
Proposal
Preparation
Contract
Negotiation
Bid Review 1
Go/No Go
Bid Review 2
Bid/No Bid
Bid Review 3
Proposal/Tender
Review
Bid Review 4
Contract
Review
Invitation
to Tender
Capture Plan Proposal Plan

13. ibbc – Bid/Proposal Management – 01.07.2017
EXAMPLES
Value Proposition
<Prospect Name> will realize <quantiVied business improvement> by purchasing
<our solution> for <total investment cost>. Beginning <implementation date>, the
improvement in <speciVic business process or function> will achieve en economic
payback in <timeframe>. We have agreed to document the delivered value by <results
measurement and tracking approach>.
Theme Statement
Reduce your training time from four hours to one hour due to the intuitive, graphical
user interface of our Easy Link
TM
software.
Discriminators
We considered using a fast-track construction approach, which initially appeared to
cut four weeks form construction schedule. However, after studying the local
permitting review and approval process, we decided it might offend state regulatory
ofVicials and actually increase the risk of expensive schedule delays.
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14. ibbc – Bid/Proposal Management – 01.07.2017
EXAMPLES (CONT’D)
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