Bidimprove[2]

Improving the win Ratio Winning the Quality Points Brian Jukes Business Fix Ltd

Winning the Quality Points ,[object Object],[object Object],[object Object],[object Object],As a direct result of the support offered, we have increased our market share from c.35% to an estimated 60% at the start of this year. ” Gordon Lindsay, Projects Director, Scott Wilson Railways

6 key elements ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Bid / no-bid Decisions Man who chases 2 pigs catches neither of them! Chinese proverb

Why Bid / No Bid ,[object Object],[object Object],[object Object],[object Object],[object Object]

Why bid / no bid ,[object Object],[object Object],[object Object],[object Object],[object Object]

Survey of Bidding Costs (Reading University) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Decision making

What do you need to make Bid / No-bid Decisions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

What then? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Understand your client’s problems and needs

Time spent bidding Extract from “True cost of competitive bidding” – W Hughes Univ. of Reading

Who Does This? ,[object Object],[object Object],[object Object],[object Object],[object Object]

Understanding Client’s problems and needs ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Seven Key Questions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Why did you not win? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Why did we not win ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Customer need Recommend an Ideal Solution How we can deliver Why us Persuasive Paradigm Tom Sant Sant Corporation 1 2 3 4 Make your proposal relevant to each client and each situation

Improving the win Ratio Winning the Quality Points Brian Jukes Business Fix

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