The document provides information about BathuDun's Bids, Proposals & Tenders Excellence Program (BEP). BathuDun is a consulting, learning, and assessments company that helps businesses reduce costs, build teams to win more business, develop bid and win strategies, and improve sales-presales coordination. The BEP addresses challenges in new and existing business flows, responding to proposals, compliance with contracts, and coordination between sales and presales teams. BathuDun offers consulting, training, certification, and assessments to equip business development professionals and teams.

1. BathuDun Bids, Proposals & Tenders
Consulting, Learning & Assessments
Your Growth Partner
Bids & Proposals (Presales & Solutioning) Excellence
Program - BEP
February 2012
BathuDun
Means “Greater Impact “in Greek
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2. Cost on growing business affecting your bottom-line? Are your teams geared to Win more business?
…we can reduce your Business Development Cycle time …we can help build Tiger Teams for you
Impediments in New and Existing Business flow? Finding responding to Proposals tough?
… we can help chart Bid & Win Strategies …. our Consulting offerings help equip your teams
Compliance to contracts bleeds 83% …high risk? Sales-Presales coordination can’t get this close?
…. we help device appropriate Contracts & SLAs …. we help in tour Business Pursuit Team Strategy
Bids, Proposals & Tenders -
BathuDun
Your Growth Partner
Consulting, Learning & Assessments
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3. Elevator Pitch
BathuDun Consulting
Propagate Win Strategies to Business Development professionals
Reduces Sales & Presales challenges faced on daily basis
Equips the business development team to Win more & Sustain existing business
Vertically focussed on Bids & Proposals (or Presales)
Is a Consulting, Training, Certification & Assessment company
Has Researched & analyzed global RFPs
Consortium of Industry & Academia
Is comprised of senior leaders from multinationals
A Lateral thinking “Business Development Partner”
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4. Business Development Challenges We Address
Long Deal Pursuit cycle time (Business Development or RFP closure time)
Worrying win ratio and sustenance ratio
Low Synergy between Sales & Presales teams
Relationships with new and existing customers
Ineffective Deal Pursuit Style (Business Development style)
Unable to craft convincing Win Strategy & Bid Strategy for every RFP
Unable to create mutually beneficial Contracts & SLAs
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5. Typical Business Development Cycle and how BathuDun can intervene
Typical Sales Cycle
Contract Award
Response Activities
Pricing
Contract fine tuning
Intermediary/Influencer Review
Internal Stakeholder review Proposal Submission
Invitation for
Evaluation
Solutioning Contract negotiation
Scope ratification, Go/No-go Intimation of selection BAFO
Acceptance Continued negotiations,
Business Value Demonstration
Solicitation receipt Client orals & Proposal
defense
Opportunity Identification Client Visits, floor walks
Time
High involvement of Bid response team Low involvement of Bid Repeat involvement of Bid
(Sales + Presales) response team response team
BathuDun, with its Consulting, Training and Coaching offerings
can intervene at any or all the 3 phases of Sales Cycle
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6. Our Consulting & Trainings Caters To Entire Business Development Cycle
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7. Our Consulting Offerings
Consulting Training Certification Assessments
For IT & BPO companies
Apex level Bid Board strategy formulation & execution
Identify, design and implement organization wide Bid process
Organization Bid& Proposals change management
Assess, formulate and execute Relationship Strategy
Formulation of new contracts & review existing
Customized Bid Management trainings and certifications
Contracts Formulation and Review
For Start up & Emerging Enterprises
Apex level Bid Board strategy formulation & execution
Identify, design and implement organization wide Bid Process
Frontend end to end Bid Response activities
Formulate & execute Relationship Strategy
Formulation of new contracts
Sales & Go To Market Strategy
Customized Bid Management trainings and certifications
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8. Our Training Offerings
Consulting Training Certification Assessments
Bid Leadership Program (BLP)
Bid Management Program (BMP)
Women Leadership in Bid Management (WLB)
Solutioning Excellence Program (SEP)
Sales for Presales (SFP)
Presales for Sales (PFP)
Customer Relationship Effectiveness (CRE)
Leadership Development Program for Bid Managers (LDP)
Awareness to large Contracts (ALC)
Art of Bid Negotiations (ABN)
Boot camp for entry level on Presales/Bid management (BCP)
Accelerated Sales Acquaintance program for lateral hires (ASA)
Training Packages can be custom made from individual Training Labs
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9. Our Certification Offerings
Consulting Training Certification Assessments
BathuDun can work with your organization in creating a virtual Bid
Management Institute, offering your empolyees the following
certifications:
Bid Leader Certification
Bid Strategist Certification
Bid Manager Certification
Solution Architect Certification
Certification can be custom made from our individual Training Labs
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10. Our Coaching Offerings
Consulting Training Certification Assessments
Enterprise Decision Management Systems (EDMS) is a CXO Dashboard for
Bids & Proposals
It is a Proposal Effectiveness Assessment Tool, a software suite to measure
the effectiveness of various deal winning strategies while responding to RFPs
It numerically analyses the various stages of a Bid/RFP or a deal and arrives
at precision level effectiveness to indicate the direction of your proposal
effort
At an aggregation, EDMS can compute the sum total of all the Bid/RFP or
deals indicating the total commercial value (TCV) of effective and in-effective
deals
Can give your organization the trajectory of effectiveness over time
Implemented as a Bayesian learning system
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11. Our Typical Engagement Plan
Understand Client's Business Development Challenges
Plan for Long Term & Short Term Strategies prioritising the challenges
Assess Business Development Styles at Team, BU, Organization level
Design & Deliver the Consulting, Coaching and Training labs
Arrive at an Continuous Improvement Plan to sustain the momentum
Closure – Reports & Individual Development Plan
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12. List of Offerings
Audience Duration ILT Real Play Classroom Template Case Studies
Lab Session (hours) Assessment
Deal Pursuit Style (Session + Real Play) DPT 3
Overview to Presales & Lifecycle of RFP process DPT, D&A 4
Global Deal Process BL, BM, S 4
Develop Win strategy BL, BS, BM, S, D&A 3
Develop Bid strategy BL, BS, BM, S, D&A 3
Capture Planning BL, BS, BM, S, D&A 4
Mapping Evaluation Criteria BL, BS, BM, S, D&A 3
Customer Needs Analysis DPS 3
Common Errors To Avoid While Solutioning DPT 4
Crafting Winning Executive Summary DPT 4
Proposal Response Evaluation Process DPT 4
Client Orals & Proposal Defence BL, BS, BM, S, D&A 6
Demystifying Contracts BL, BS, BM, S, F, D&A 4
Art of Negotiating Contracts BL, BS, BM, S, F, D&D 4
Storyboarding Technique of Respond to Large RFPs BL, BS, BM, S, D&A 5
Competition Assessment & Positioning appropriately BL, BS, BM, S, D&A 3
Deciding Bid or No-bid BL, BS, BM, S, D&A 3
Ensuring the Effectiveness of an Organization Strategy BL, BS, BM, S, D&A 4
Define and Devise an Organization Strategy BL, BS, BM, S, D&A 4
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13. Voice of Our Customers
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14. THANK YOU
It is BathuDun’s desire to partner with clients in
influencing “winning new business” and
“sustaining existing business”
Our logo, our motto:
Multi-colors - We are “lateral thinkers” in your business development effort
Grey square canvas - We help you outgrow your revenues and your expectations from us
Growing Steps - We help you grow continuously
BathuDun Consulting,
+91 988-637-7889
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