CREAConstructionEvent: Bids That Win by Fairsnape

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Presentations by Martin Brown, Fairsnape

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  • Two examples of each
  • Ask for group to fill in gaps between announcement and winners
  • What do think is exceptional in your organisation?
  • And don’t forget. We’re listening – we may even talk about you.
  • CREAConstructionEvent: Bids That Win by Fairsnape

    1. 1. Cumbria Under ConstructionBids that Win martin brown martin browne: fairsnape@gmail.com t: @fairsnape
    2. 2. Built EnvironmentIndustry Today martin brown
    3. 3. Budad rntn lD fitn e io in 1987"Sustainabledevelopment meetsthe needs of thepresent withoutcompromising theability of futuregenerations to meettheir own needs."
    4. 4. how did we get to 2012 and still be talking about these issues “We can’t solve today’s problemsby using the same kind of thinking we used when we created them.”
    5. 5. We want better communication
    6. 6. The world is connected
    7. 7. The world is transparent
    8. 8. The world is carbon aware Changing Behaviour constructco2.com
    9. 9. The world loves to share ... creativecommoners
    10. 10. The world finds services online ...Architect Map
    11. 11. The world seeks innovationand differentiation
    12. 12. BIMThe World is Collaborative
    13. 13. And digital ...
    14. 14. The world is becomingsocially responsible
    15. 15. The world is Eco-RefittingAnd seeking Living Buildings ...
    16. 16. Star Gazing Innovative Solid and ReliableGroundedmartin brown e: fairsnape@gmail.com t: @fairsnape
    17. 17. And Next? anonymouscollective
    18. 18. Clients requirements are becoming increasingly sophisticated. What have you done differently?
    19. 19. Cumbria Under ConstructionBids that Win martin brown martin browne: fairsnape@gmail.com t: @fairsnape
    20. 20. BID SUCCESS FOUR STEP PROGRAMME PLAN ... to win work DO ... producing winning bids CHECK ... monitor performance ACT ... learn and improvemartin brown e: fairsnape@gmail.com t: @fairsnape
    21. 21. How much time do you spend on Bidding? What are your bid costs?What is your success rate?
    22. 22. you don’t winwork a tender sta t ge who does?
    23. 23. those who delight clients anda better tha the others re n
    24. 24. PQQ Winners plan to win Have Customer/Market Intelligence Are well informed and visible Have sound Bid Process Have Supply Chain common goals Articulate evidence Are a Fit Organisation Innovate and offer solutions have ‘extra zap’martin brown e: fairsnape@gmail.com t: @fairsnape
    25. 25. + D o you ZAP energy Or - D o you SAP energymartin brown e: fairsnape@gmail.com t: @fairsnape
    26. 26. Q Whats your Differentiator?martin brown e: fairsnape@gmail.com t: @fairsnape
    27. 27. Your Differentiator Competitive strengths Hard to copymartin brown e: fairsnape@gmail.com t: @fairsnape
    28. 28. Your Differentiator Competitive strengths Organisational structure Processes Products and Services Hard to copymartin brown e: fairsnape@gmail.com t: @fairsnape
    29. 29. ls Your Differentiator we Je ro wn Values and rC the way ou people work Y together People Competitive strengths Suppliers and Customers Organisational structure Processes Products and Services Hard to copymartin brown e: fairsnape@gmail.com t: @fairsnape
    30. 30. “Getting SELECTED not DE-SELECTED ”martin brown e: fairsnape@gmail.com t: @fairsnape
    31. 31. expression of interest the Bid Process PQQ Stage 1 - technical Stage 2 - cost Interviews Preferred Bidder WINNER
    32. 32. Bid Traps How to deselect yourselfmartin brown e: fairsnape@gmail.com t: @fairsnape
    33. 33. Bid Traps How to deselect yourself Not Understanding the Bid, assessment, scoring, weighting …martin brown e: fairsnape@gmail.com t: @fairsnape
    34. 34. 0 - Unacceptable 1 - Very weak - almost unacceptable 2 - Weak - well below expectations 3 - Poor - below expectations 4 - Satisfactory but below expectations 5 - Meets expectations 6 - Slightly exceeds expectations 7 - Good well above expectations 8 - Very good 9 - Outstanding 10 - Exceptionalmartin brown e: fairsnape@gmail.com t: @fairsnape
    35. 35. Bid Traps How to deselect yourself Not answering the questions All the question parts You don’t get points for blanksmartin brown e: fairsnape@gmail.com t: @fairsnape
    36. 36. Bid Traps How to deselect yourself No or little Evidence Riding on others Evidencemartin brown e: fairsnape@gmail.com t: @fairsnape
    37. 37. Winners articulate evidence Evidence Evidence Evidence Anecdotal Comprehensive Questionable Believable Compellingmartin brown e: fairsnape@gmail.com t: @fairsnape
    38. 38. Bid Traps How to deselect yourself Questionable Responsemartin brown e: fairsnape@gmail.com t: @fairsnape
    39. 39. … transparency Bid …In Practice … Onlinemartin brown e: fairsnape@gmail.com t: @fairsnape
    40. 40. Bid Traps How to deselect yourself Poorly Structured Responsemartin brown e: fairsnape@gmail.com t: @fairsnape
    41. 41. Bid Traps How to deselect yourself Not a team Responsemartin brown e: fairsnape@gmail.com t: @fairsnape
    42. 42. Bid Traps How to deselect yourself Unclear Responsemartin brown e: fairsnape@gmail.com t: @fairsnape
    43. 43. Bid Traps How to deselect yourself Unclear Responsemartin brown e: fairsnape@gmail.com t: @fairsnape
    44. 44. Bid Traps How to deselect yourself Too Long Too Short Word Limitsmartin brown e: fairsnape@gmail.com t: @fairsnape
    45. 45. Bid Traps How to deselect yourself Difficult to navigate Hard to read Not easy for assessormartin brown e: fairsnape@gmail.com t: @fairsnape
    46. 46. Bid Traps How to deselect yourself Familiarity Don’t Assumemartin brown e: fairsnape@gmail.com t: @fairsnape
    47. 47. Bid Traps How to deselect yourself Copy Cat Copied from other bids Copied from websitesmartin brown e: fairsnape@gmail.com t: @fairsnape
    48. 48. Bid Traps How to deselect yourself No Independent Review Silly Errorsmartin brown e: fairsnape@gmail.com t: @fairsnape
    49. 49. Throwing it away at the end I nterviews a Presenta nd tionsmartin brown e: fairsnape@gmail.com t: @fairsnape
    50. 50. Using Feedbackmartin brown e: fairsnape@gmail.com t: @fairsnape
    51. 51. W r it t e n M e e t in g s F e e d b a c k E ve nts In d e p e n d e n tmartin brown e: fairsnape@gmail.com t: @fairsnape
    52. 52. Review - T rends … over la 5 PQ Q ’s ? st Overall Subj Area ect s Q uestionsmartin brown e: fairsnape@gmail.com t: @fairsnape
    53. 53. Review - SWOTmartin brown e: fairsnape@gmail.com t: @fairsnape
    54. 54. Review - SWOT M easured CO2 T op score on ‘people’ N o CSR Stra tegy N o Sub Contra I nput ctor Client insight to CSR (localism) Client wa to understa our CO2 ca nts nd lc Our S/C writing for competitor bids B a publicity on current j for client d obmartin brown e: fairsnape@gmail.com t: @fairsnape
    55. 55. Act I mproving Future B ids Improve Practice Improve Best Practice Capture Improve Articulation Improve Submissionmartin brown e: fairsnape@gmail.com t: @fairsnape
    56. 56. Act - Visibility Who is amplifying your message Who is damaging your imagemartin brown e: fairsnape@gmail.com t: @fairsnape
    57. 57. Do your bids inspire? + D o you ZAP energy Or - D o you SAP energy Are your bids hard work?martin brown e: fairsnape@gmail.com t: @fairsnape
    58. 58. Usingsocial media In bidding
    59. 59. Why use social Keeping Informed media Being Visible Conversations that lead to Relationships Innovate Collaborative Bid writing Winning Workmartin brown e: fairsnape@gmail.com t: @fairsnape
    60. 60. “If we don’t get thisright Gen X and Gen Ywon’t want to work forus but they will want towork for someone else”“you cant hideanything from us … weare to social mediasavvy”
    61. 61. Web Project Sheets Links to Building / Facilities website Innovative solutions Client website Contractor website Supply Chain links Project Blogs + Images Google Maps QR Code (for accessing online info from printed version) Allow FeedbackM pr oj ect sheet s com al ive again RSS ake e Sharing onwardsmartin brown e: fairsnape@gmail.com t: @fairsnape
    62. 62. What is your response to social media? What is your Clients?
    63. 63. Support Sessions: Wining Work Green Deal Construction Improvement Sustainability and CSRUnderstanding Social Media martin brown e: fairsnape@gmail.com t: @fairsnape

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