"Tender Lessons from My Irish Mammy!"
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Michael Gerner, Principal Director of Precise Proposal offers a humourous, tongue-in-cheek session covering key lessons on what it takes to win bids and tenders. There is something for everyone, novices & veterans alike. His expertise is owed to 16 years' international experience handling contracts from £5-15M with a win rate of over 80%. He'll share his insights into Precise Proposal's bid management and writing skill. www.preciseproposals.com @PreciseProposal
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"Tender Lessons from My Irish Mammy!"
- 1. © 2015 Precise Proposals Ltd Tender lessons from my Irish mammy MICHAEL GERNER PRINCIPAL DIRECTOR, PRECISE PROPOSALS LTD
- 2. © 2015 Precise Proposals Ltd Tender lessons to benefit you Maximise your success on tenders & proposals by learning about: Contortionism Hypocrisy Anticipation
- 3. © 2015 Precise Proposals Ltd My mother taught me: Contortionism: Will you look at that dirt on the back of your neck!
- 4. © 2015 Precise Proposals Ltd Look from your client’s perspective Rule Explanation Start with the client Their name should be first Hot buttons Pain points Excitement points WIIFM What’s In It For Me? (The client!) Why are they asking? What’s the question behind the question? 5 to 1 rule of thumb Client name 5 times for every 1 of yours Left hand rule Scan the left hand side of your proposal. The client name should appear most often.
- 5. © 2015 Precise Proposals Ltd In practice… How will the supplier guarantee high quality on this service? Describe your quality methodology. Describe what quality certifications you hold. Your organisation is assured of high quality bid management consultancy with Precise Proposals. Our quality methodology has been honed through our team’s 16 years’ experience of delivering high quality services in ISO 9001 business environments. Our answer will cover for you: High quality for your organisation will be underpinned by our team’s experience of working to standards. The following paragraphs provide you with more detail:Definition Defining high quality for your organisation Guarantee Guaranteeing high quality for this service Quality Methodology • Proven quality methodology • Bid management consultancy quality process • Effective bid management consultancy tools • Continuous Service Improvement Programme (CSIP) Quality Certifications • Quality certifications relevant to your organisation • Evidence of high quality results
- 6. © 2015 Precise Proposals Ltd My mother taught me: Hypocrisy: If I’ve told you once, I’ve told you a million times. Don’t exaggerate!
- 7. © 2015 Precise Proposals Ltd Hypocrisy: saying one thing, doing another Rule Explanation KISS Short paragraphs (5), sentences (20), words (9) Avoid jargon Avoid clichés like the plague KIT Keep It True Avoid misrepresentation It’s how you tell them: Is the glass half full or half empty? How about: exactly as much as you need? Don’t just claim it Prove it!
- 8. © 2015 Precise Proposals Ltd 4. Prove it! Best: Capabilities Track record Commitment Relationship Definition: Fit for purpose Above and beyond Bid management consultancy Quality approach People – highly qualified, trained, experienced and adaptable to a wide range of client needs Processes – good industry practice honed in ISO 9001:2008 environment Tools – tried and tested Office software using Cloud technology for high resilience and geographic spread CSIP PDCA - Deming Cycle Lead Consultant APMP certification ISO 9001:2008 Tick IT internal auditor Customer satisfaction results Testimonials Circa 90% win rate Approved by local authorities 16 years 5k to 250M Case study STAR Thumbnail CV Screen capture(s) Be selective!
- 9. © 2015 Precise Proposals Ltd My mother taught me: Anticipation: Just you wait until I get you home!
- 10. © 2015 Precise Proposals Ltd Anticipate: plan Rule Explanation If you fail to plan You plan to fail PPPPPPP Prior Planning and Preparation Prevent Pretty Poor Performance Sun Tzu “Tactics without strategy is the noise before defeat” The 6W’s Who What When Where Why How?
- 11. © 2015 Precise Proposals Ltd
- 12. © 2015 Precise Proposals Ltd Tender lessons from my Irish Mammy Maximise your success on tenders & proposals by remembering: Client’s point of view KISS / KIT Plan & start early
- 13. © 2015 Precise Proposals Ltd Brought to you by: Michael Gerner Principal Director 02895 818 451 078 4086 3968 bids@preciseproposals.com The sky’s the limit: it’s not rocket science to get you there! With our help, your enterprise can take off. Tender lessons from my Irish Mammy