Flying in Formation Collaborating to win and   deliver tenders and        contracts
What is a tender client looking for?    CONFIDENCE      ●     That you have the ability to deliver every aspect of whats n...
Why collaborate?    TO OFFER A COMPREHENSIVE SOLUTION      ●     Your services work in tandem or in sequence with those fr...
Why collaborate?    ONLY DO WHAT ONLY YOU CAN DO    Collaborating with carefully selected, robust businesses with shared  ...
Why collaborate?    CHOOSE WHO YOU WORK WITH    It takes Ace Pilots to fly in formation - Ace Pilots who can utterly rely ...
How to do it – The IdealCopyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Step 1 – Identify an opportunity                                                                Identify an opportunity th...
Step 2 – Ensure you are an Ace Pilot                                                                Make sure your own bus...
Step 3 – Identify Potential Partners                                                                Look for other busines...
Step 4 – Set up a Collaboration Vehicle                                                                Set up a collaborat...
Step 5 – Run a Trial                                                                Practice flying together on a trial pr...
Step 6 – Formalise your Collaboration                                                                Once you are all happ...
How to do it – The PragmaticCopyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Step 1 – Explore the Opportunity                                                                ●   Get together with 2 or...
Step 2 – Set up a Collaboration Vehicle                                                                ●   Agree how you w...
Step 3 – Run a Trial                                                                Practice flying together on a trial pr...
Step 4 – Formalise your Collaboration                                                                Once you are all happ...
Step 5 – Ensure you are all Ace Pilots                                                                Make sure each parti...
Where Gibbs & Partners fits in    WE OFFER:    ● An extensive network of business contacts    ● A process for identifying ...
Want to know more?      ●     Talk to me      ●     Email me: kirsten@gibbsandpartners.com      ●     Phone me: 0845 5820 ...
Thank youCopyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Collaborating to win tenders
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Collaborating to win tenders

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My views on what you need to collaborate effectively to deliver a tender, especially if you are a group of smaller businesses. As well as the 'ideal' way, I also show you a pragmatic what to approach collaboration for the first time.

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Collaborating to win tenders

  1. 1. Flying in Formation Collaborating to win and deliver tenders and contracts
  2. 2. What is a tender client looking for? CONFIDENCE ● That you have the ability to deliver every aspect of whats needed ● That you have the capacity (human and financial) to deliver ● That you have contingency in place to deal with the unexpected ● That they will have proper recourse if things go wrong A properly set up collaboration can deliver this.Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  3. 3. Why collaborate? TO OFFER A COMPREHENSIVE SOLUTION ● Your services work in tandem or in sequence with those from different businesses, all of whom have the same target prospects. ● Partnering to create a coherent team that operates through a separate identifiable vehicle creates additional value for everyone: ● Clients get a comprehensive solution delivered by experts at every level while dealing with a single entity. ● Partners can market a much more compelling package and share the overheads of doing so without compromising their expertise.Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  4. 4. Why collaborate? ONLY DO WHAT ONLY YOU CAN DO Collaborating with carefully selected, robust businesses with shared values and complementary capabilities: ● allows each business to keep its own identity and reputation ● ensures each business concentrates on doing what it is really good at ● reduces risk ● increases flexibility ● delivers a quicker return on investment for all concernedCopyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  5. 5. Why collaborate? CHOOSE WHO YOU WORK WITH It takes Ace Pilots to fly in formation - Ace Pilots who can utterly rely on each other because they have: ● Shared Values ● Congruent Purposes ● Overlapping Value Propositions ● Distinct Responsibilities ● Clear Processes ● Fair Contracts If you dont choose who you work with, your client will.Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  6. 6. How to do it – The IdealCopyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  7. 7. Step 1 – Identify an opportunity Identify an opportunity that fits with your own Value Proposition and Plan but which you do not currently have the resource or capability to Identify exploit as you would like. OpportunityCopyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  8. 8. Step 2 – Ensure you are an Ace Pilot Make sure your own business is ready to fly in formation, with all the following in place: Ensure ● A clearly articulated Value Proposition. Your Business ● A Vision and a Target Number, plus a Plan for Is an Ace Pilot getting there ● A Marketing Strategy and Marketing Plan that will deliver the Vision and the Target Number. ● An efficient, scaleable business that can grow and still deliver on its promises.Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  9. 9. Step 3 – Identify Potential Partners Look for other businesses who concentrate on doing the things you cant. Make sure that they are also ready to fly in formation with: Identify ● A clearly articulated Value Proposition that overlaps with yours by at least 50% Potential Partners ● A Vision and a Target Number, plus a Plan for getting there ● A Marketing Strategy and Marketing Plan that will deliver the Vision and the Target Number. ● An efficient, scaleable business that can grow and still deliver on its promises.Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  10. 10. Step 4 – Set up a Collaboration Vehicle Set up a collaboration vehicle (e.g. joint venture, LLP) that has the following in place: ● A clearly articulated Value Proposition and Set up Vision Collaboration ● A Target Number and a Plan for getting there Vehicle ● Its own Haynes Manual - documented processes that show how each participant contributes to delivering the Value Proposition and Plan. ● Service Level Agreements to reassure prospects. ● A mechanism for funding developmentCopyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  11. 11. Step 5 – Run a Trial Practice flying together on a trial project – perhaps work youve already won or already do. Run a Trial Use this trial to clarify responsibilities, mesh business processes and iron out glitches.Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  12. 12. Step 6 – Formalise your Collaboration Once you are all happy that the Collaboration is Formalise working well and fairly: Your ● Refine the Value Proposition and Vision Collaboration ● Refine the Target Number and Plan ● Finalise your Haynes Manual ● Finalise your Service Level Agreements ● Finalise the funding mechanismCopyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  13. 13. How to do it – The PragmaticCopyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  14. 14. Step 1 – Explore the Opportunity ● Get together with 2 or 3 complementary businesses you know like and trust. ● Explore how you you can work together to Explore deliver whats needed. Opportunity ● Define the Value Proposition and Vision for your Collaborative together. ● Define the Collaboratives financial target and draw up a plan for getting there.Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  15. 15. Step 2 – Set up a Collaboration Vehicle ● Agree how you will work together Set up ● Then nail it down by defining the Haynes Manual for what the Collaborative does - Collaboration documented processes that show how each Vehicle participant contributes to delivering the Value Proposition and Plan. ● Provide at least outline Service Level Agreements to reassure your prospects. ● Agree how you will initially fund and underwrite the collaborative.Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  16. 16. Step 3 – Run a Trial Practice flying together on a trial project – perhaps work youve already won or already do. Run a Trial Use this trial to clarify responsibilities, mesh business processes and iron out glitches.Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  17. 17. Step 4 – Formalise your Collaboration Once you are all happy that the Collaborative is working well and fairly: Formalise ● Turn it into a proper legal entity Your ● Refine the Value Proposition and Vision Collaboration ● Refine the Target Number and Plan ● Finalise your Haynes Manual ● Finalise Service Level Agreements ● Finalise your funding mechanismCopyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  18. 18. Step 5 – Ensure you are all Ace Pilots Make sure each participating business is ready to fly in formation for the next project, with all the following in place: Ensure each Participant ● A clearly articulated Value Proposition. Is an Ace Pilot ● A Vision and a Target Number, plus a Plan for getting there ● A Marketing Strategy and Marketing Plan that will deliver the Vision and the Target Number. ● An efficient, scaleable business that can grow and still deliver on its promises.Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  19. 19. Where Gibbs & Partners fits in WE OFFER: ● An extensive network of business contacts ● A process for identifying and matching Values, Purposes and Value Propositions ● A process for creating Ace Pilots ● Practical help to get into Formation ● Ultimately a platform for creating new and ongoing collaborations with a squadron of Ace PilotsCopyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  20. 20. Want to know more? ● Talk to me ● Email me: kirsten@gibbsandpartners.com ● Phone me: 0845 5820 144Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  21. 21. Thank youCopyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.

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