Gurumurthi Shanker – Executive Sponsor of Tenders and Bid Management shares his thoughts on the value of this workshop.

1. GCA June Newsletter 2015
6
1. What was the
motivation for
creating the
TBM workshop?
It has become more of a common practice
with existing and potential customers to use
Tenders and Bid Management methodologies
to not only award new businesses but also
to extend the contract for existing business.
At GAC we recognise that this is a skillset
that is absolutely necessary to develop new
business and retain existing business. Our
aim is to build tender management skills
among all key personnel across the Group.
2. As Ambassador for TBM –
what value does the course bring
to the Group?
Our Tenders and Bid Management course is
about building awareness of the processes
we need to excel in to ensure we are
optimising the use of commercial and
operational resources to secure profitable
and sustainable new business. In addition,
this course will develop people to evaluate
every tender as to why we participate,
what value do we offer and what/who are
we up against. We want to transition our
approach from “quoting for a business” to
“offering a value proposition” where we
have a realistic chance. Equally, we need to
ensure that GAC’s professional reputation
and capabilities are accurately portrayed,
as badly constructed tender responses will
cause more damage than good. I believe
that the course opens the minds of people
involved in Tenders and Bid Management
to think holistically about the process and
ensure we are not “busy fools”.
3. How well was the last TBM
workshop received?
The results from the course participants
and feedback from the field has been
positive and encouraging, and it is especially
pleasing to see a lot of the processes and
techniques becoming part of our language
of business. Interestingly, we are seeing a
number of common themes from different
parts of the GAC World, which tell us there
are opportunities to approach Tenders and
Bid Management in a more strategic way.
I am sure we will be taking this learning
into the on-going development of our sales
development processes moving forward.
Tenders and Bid Management (TBM)
Gurumurthi Shanker – Executive Sponsor of
Tenders and Bid Management shares his thoughts
on the value of this workshop.