The presentation discusses the importance of sustainable long-term client relationships and strategic planning in bid management. It defines bid management as enabling clients to obtain value from a service provider's proposed solutions. However, bid management can become ineffective if large corporations have too many layers of administration and lack local knowledge. The presentation recommends flattening structures to allow more national decision-making, using analytics to identify growth opportunities, and crafting value propositions that support client business sustainability.

1. SS
Ten Slides in Ten Minutes:
A Perspective on Global Bid Management
[Capturing the Hearts and Minds of Prospects & Clients]
Presented by:
Bill Graham APM.APMP
June, 2013
bill.graham@sales-synthesis.co.za

2. Agenda
• The Sustainable Business Imperative
• What is Bid Management?
• Bid Management becomes a casualty of a Cliché Corporation
• The Opinion Paradox
• Answering RFx questions will not a winning proposal make…
• Q&A
2

3. Dominant ExclusiveEmerging PervasiveAbsent
Symbiotic
relationship
with clients
Sustainability
Making the competitors irrelevant
Projects ParticularPerforming PertinentPeople Places
The Sustainable Business Imperative
Building mutually beneficial and sustainable long-term client relationships
Source: Sales Synthesis
Multi-National Companies [MNCs] may embrace a
new dawn or a long dark night.
Know where you are going
3

4. Consider a Strategic Staircase to illustrate the Vision…
Value derivation from
income generation activities
2013/14 2014/15 2015/16 2016/17
•Consolidate strengths
•Introduce new brand
•Grow revenue in existing
market
• Market positioning
• Identified alliances
• New client base
•Success in emerging
marketplace
•Integrated Account Plans to
specifically support the client
Business Strategies
•Revenue growth from new
clients closed previous FY
•Develop replicable solutions /
services
•Identify & grow in new
markets
•Focus on new clients
•Embed CRM principles
•Develop more replicable
solutions and services
•Dominate chosen markets
•South African dominance with
integrated value chain across
major sectors
•Revenue growth
•Recognised brand
•Employer of choice
•First refusal partner
•Non-domestic growth
•First refusal partner with new
clients
•Client retention
•Competitive KO
• > X % marketshare
OutcomesThrust
Emerging
Dominant
Recognised
Leader
One of many
Source: Sales Synthesis
Symbiotic
relationship
with clients
4

5. Bid Management is part of the Sales Phase of the Service Delivery Life
Cycle.
It enables a client to obtain value from the ‘solutions/product/service’ that the
Service Provider is proposing.
Lengthy discourse with the prospects are necessary to identify the problem
they are attempting to resolve [Account Management]
5
What is Bid Management?

6. Bid Management becomes a casualty of a Cliché Corporation
Head Office
Regional Offices
National Offices
• administrative overhead
• no local knowledge
• additional reporting
• culture clash
• receptive gap
• no empathy [global to
local]
• compromised submission
• potential ‘margin’ on
‘margin’
• ‘Too Many Cooks’
syndrome
‘Global’ Bid Manager
Frustration
Obfuscation
‘Local’ Bid Manager
Best Practice – if not carefully selected & implemented - is sometimes merely a shortcut to bad delivery
Time zone trouble
If you think you know the answers, you’ll only look at the facts that fit
6

7. The Opinion Paradox
Source: Sales Synthesis
Number of Resources on the Bid Team
Productivity
The crest of sensibility
The larger a Bid Team, the lower the resultant productivity
MNC
Executive
Involvement
‘Technical’
Involvement
Opinions and Positional
Power do not a robust Bid
Team make
The trajectory of hopelessness
7

8. Use intensive analytics to determine the correct growth strategies and territories [qualified opportunities]
Flatten the organisational structures as much as reasonably possible [rapid relevant structures for decision-making]
Move everything possible to a national level - with global ‘virtual’ teams [obtain national value and leverage globally]
Be aware of belief systems and allow for ‘all user/s’ interaction [spread the decision-making to the correct entities]
Factual
knowledge is an
imperative
Internal politics
is self-
destructing
Know your real
competition
Relationships are key
to successful
engagements
Higher profitable
opportunities, the
higher the
investment
Source: Sales Synthesis
Answering RFx questions will not a winning proposal make…
8

9. Dominant ExclusiveEmerging PervasiveAbsent
Symbiotic
relationship
with clients
Sustainability
Making the competitors irrelevant
Multi-National Companies [MNCs] may embrace a
new dawn or a long dark night.
Politics, Regulatory Issues, Withholding Taxes, Unrecoverable VAT etc.
Craft a Roadmap – including Value Propositions - to support a Client’s
business sustainability…
Territories: Market, Regional Communities, Client Attractiveness, Culture, Corruption Index
Winners
Losers
9

10. Q&A
10