Collaborate to Win Contracts

Flying in Formation

Collaborating to win and
deliver tenders and
contracts

What is a tender client looking for?
CONFIDENCE
● That you have the ability to deliver every aspect of what's needed
● That you have the capacity (human and financial) to deliver
● That you have contingency in place to deal with the unexpected
● That they will have proper recourse if things go wrong

A properly set up collaboration can deliver this.

Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.

Why collaborate?
TO OFFER A COMPREHENSIVE SOLUTION
● Your services work in tandem or in sequence with those from different
businesses, all of whom have the same target prospects.
● Partnering to create a coherent team that operates through a separate
identifiable vehicle creates additional value for everyone:
● Clients get a comprehensive solution delivered by experts at every
level while dealing with a single entity.
● Partners can market a much more compelling package and share
the overheads of doing so without compromising their expertise.


Why collaborate?
ONLY DO WHAT ONLY YOU CAN DO
Collaborating with carefully selected, robust businesses with shared
values and complementary capabilities:
● allows each business to keep its own identity and reputation
● ensures each business concentrates on doing what it is really good at
● reduces risk
● increases flexibility
● delivers a quicker return on investment for all concerned


Why collaborate?
CHOOSE WHO YOU WORK WITH
It takes Ace Pilots to fly in formation - Ace Pilots who can utterly rely on
each other because they have:
● Shared Values
● Congruent Purposes
● Overlapping Value Propositions
● Distinct Responsibilities
● Clear Processes
● Fair Contracts
If you don't choose who you work with, your client will.


How to do it – The Ideal


Step 1 – Identify an opportunity

Identify an opportunity that fits with your own
Value Proposition and Plan but which you do
not currently have the resource or capability to
Identify exploit as you would like.
Opportunity


Step 2 – Ensure you are an Ace Pilot

Make sure your own business is ready to fly in
formation, with all the following in place:
Ensure ● A clearly articulated Value Proposition.
Your Business ● A Vision and a Target Number, plus a Plan for
Is an Ace Pilot getting there
● A Marketing Strategy and Marketing Plan that
will deliver the Vision and the Target Number.
● An efficient, scaleable business that can grow
and still deliver on its promises.


Step 3 – Identify Potential Partners
Look for other businesses who concentrate on
doing the things you can't. Make sure that they
are also ready to fly in formation with:

Identify ● A clearly articulated Value Proposition that
overlaps with yours by at least 50%
Potential Partners ● A Vision and a Target Number, plus a Plan for
getting there
● A Marketing Strategy and Marketing Plan that
will deliver the Vision and the Target Number.
● An efficient, scaleable business that can grow
and still deliver on its promises.


Step 4 – Set up a Collaboration Vehicle

Set up a collaboration vehicle (e.g. joint venture,
LLP) that has the following in place:
● A clearly articulated Value Proposition and
Set up Vision
Collaboration ● A Target Number and a Plan for getting there
Vehicle ● It's own 'Haynes Manual' - documented
processes that show how each participant
contributes to delivering the Value Proposition
and Plan.
● Service Level Agreements to reassure
prospects.
● A mechanism for funding development


Step 5 – Run a Trial

Practice flying together on a trial project –
perhaps work you've already won or already do.
Run a Trial Use this trial to clarify responsibilities, mesh
business processes and iron out glitches.


Step 6 – Formalise your Collaboration

Once you are all happy that the Collaboration is
Formalise working well and fairly:
Your ● Refine the Value Proposition and Vision
Collaboration ● Refine the Target Number and Plan
● Finalise your 'Haynes Manual'
● Finalise your Service Level Agreements
● Finalise the funding mechanism


How to do it – The Pragmatic


Step 1 – Explore the Opportunity

● Get together with 2 or 3 complementary
businesses you know like and trust.
● Explore how you you can work together to
Explore deliver what's needed.
Opportunity ● Define the Value Proposition and Vision for
your Collaborative together.
● Define the Collaborative's financial target
and draw up a plan for getting there.


Step 2 – Set up a Collaboration Vehicle

● Agree how you will work together
Set up
● Then nail it down by defining the 'Haynes
Manual' for what the Collaborative does -
Collaboration documented processes that show how each
Vehicle participant contributes to delivering the
Value Proposition and Plan.
● Provide at least outline Service Level
Agreements to reassure your prospects.
● Agree how you will initially fund and
underwrite the collaborative.


Step 3 – Run a Trial

Practice flying together on a trial project –
perhaps work you've already won or already do.
Run a Trial Use this trial to clarify responsibilities, mesh
business processes and iron out glitches.


Step 4 – Formalise your Collaboration

Once you are all happy that the Collaborative is
working well and fairly:
Formalise ● Turn it into a proper legal entity
Your ● Refine the Value Proposition and Vision
Collaboration
● Refine the Target Number and Plan
● Finalise your 'Haynes Manual'
● Finalise Service Level Agreements
● Finalise your funding mechanism


Step 5 – Ensure you are all Ace Pilots

Make sure each participating business is ready
to fly in formation for the next project, with all
the following in place:
Ensure
each Participant ● A clearly articulated Value Proposition.
Is an Ace Pilot ● A Vision and a Target Number, plus a Plan
for getting there
● A Marketing Strategy and Marketing Plan
that will deliver the Vision and the Target
Number.
● An efficient, scaleable business that can
grow and still deliver on its promises.


Where Gibbs & Partners fits in
WE OFFER:
● An extensive network of business contacts
● A process for identifying and matching Values, Purposes and Value
Propositions
● A process for creating Ace Pilots
● Practical help to get into Formation
● Ultimately a platform for creating new and ongoing collaborations with
a squadron of Ace Pilots


Want to know more?
● Talk to me
● Email me: kirsten@gibbsandpartners.com
● Phone me: 0845 5820 144


Thank you


Collaborate to Win Contracts

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