A brief look at how an Orchestra can relate to Bid Management and the brawn aspect of carthorses.

1. S
S
Ten Slides in Ten Minutes:
Orchestras or Carthorses
[Capturing the Hearts and Minds of Prospects & Clients]
Presented by:
Bill Graham CP.APMP
September, 2014
bill.graham@sales-synthesis.co.za
Client/Provider Sustainability
Offerings
Clients
Relationships

2. 2
An Orchestra Produces Pleasingly Harmonic Music
The Conductor of an orchestra is a Maestro.
They may be able to play particular instruments but they’re actually there to pull all of the inputs together to create a wonderful piece of “professional music”.
The resultant music is delivered in an acceptable format.
The resultant music resonates with the listener.
The resultant music has ‘repeat’ performance acceptability
In addition to the core orchestral complement, various other instruments may be called for occasionally

3. 3
Bid Management takes on a Life Like an Orchestra
The Bid Manager is a Maestro.
They may be able to produce bid content but they’re actually there to pull all of the inputs together to create a wonderful client-focused submission.
The resultant submission is delivered in an acceptable format.
The resultant submission resonates with the reader.
The resultant submission has ‘repeat’ performance acceptability
Orchestra
Bid Management

4. Relevancy Drives Predictable Recipient Behaviour
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•Resonate with the Recipient
•Connect throughout the Interaction/Engagement
•Understood with Ease
•No Questions Unanswered [No ‘So What’ ; No ‘Prove it’]
•Creation of Positive and Memorable Experience/s
•Ensures the Recipient receives a Positive Message.
Delivery of a Message
Recipient Perception
Receptive Gap
Moment of Truth
Relevance
Source: www.sales-synthesis.co.za
Predictable Recipient Behaviour
Accuracy with these items reduces the ‘Receptive Gap’ and enables ‘Resonance’
A Recipient receives information via all of their senses! Use as many, and as often, as possible.

5. Carthorse Behaviour is based on Brawn rather than Brains
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Question: What is a Carthorse?
Answer: A large strong horse bred for drawing heavy loads
Consider what would happen if a Carthorse was to be driving opportunities
Bid decisions based on a ‘Barrage of Implausibility’

6. Bid Decisions must be made with Brains and NOT Brawn
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Bid decisions based on a ‘Barrage of Implausibility’
Bid decisions based on Logic & Harmony
Carthorse
Orchestra
Muscle
Mind
Trajectories of Possibilities
Consider what would happen if a Carthorse was to be driving opportunities
Without an accredited Bid Manager, or Conductor, what is essential is invisible to the eye
Common sense is a bid necessity, but usually so rare it’s not that common

7. Control MUST be given to one person for a Successful Submission
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Bid Manager [BM]
Conductor
•Team with valued Differences
•Multi-layered [all levels – even higher than BM]
•Multi-talented [reserve knowledge]
•Managed Resources [managed by Bid Manager]
•Group with valued Differences
•Multi-layered [all experiences – even more than Maestro]
•Multi-talented [reserve skills]
•Managed Resources [managed by Conductor]
Non-Debatable Control
Decisions based merely on positional power can bring out the best and worst of the human spirit

8. Conductor
Disconnects are Disastrous for Harmonious Bids
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Bid Manager [BM]
•Team with valued Differences
•Multi-layered [all levels – even higher than BM]
•Multi-talented [reserve knowledge]
•Managed Resources [managed by Bid Manager]
Points to Ponder
•Control: Without complete control by a Bid Manager the submission could be influenced by ‘emotional’ inputs
•Follow my Leader: Positional power influencing the strategy/submission is a ‘killer’
•Account Management: ‘Cul-de-sacs’ inhibit the development of a sound Capture Plan
•Account Managers: Not the only people who may understand the client. Welcome all input/comments
•Action Plan: Bid Team members digressing from allocated actions cause consternation and confusion
•Account Plan: Must have a communicated strategy and include activities, tasks, deliverables, resourcing and timelines etc. [i.e. A PLAN]. Not merely a regurgitation of a client’s Annual Report
•Differentiation: Inability for a collective, cohesive value proposition will result in the submission being ‘one of many’
•Corporate Pressure: Global on Local pressure always causes major disconnects across Multi-National Companies (MNCs)
•Sales Tools: Using inappropriate sales tools (i.e. old ones used – even when product portfolio has changed) disables possibility of crafting a relevant value proposition
•Shoehorning: Forcing inappropriate offerings
•Qualification: Table all opportunity assessments/perspectives and assess – unemotionally.

9. The Bid Submission must be Harmoniously Aligned with all Client Levels
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Points to Ponder
•The Bid Manager is the conductor of the orchestra
•Engagement at all levels must be based on a strategy (from the agreed Account Plan) & not just be coffee & cake sessions
•A Bid Steering Committee is only as valuable as its openness to new thoughts & ideas [Positional Power does not buy ‘real agreement’]
•Resource alignment is a science. An Account Manager is not merely a salesperson/businessman with a new suit
•The Client Strategy should be presented and signed-off by the Client (i.e. It should be mutually agreed).
NB: Whatever made your organisation successful will [without intervention/s] eventually be its downfall. Do NOT hold onto sacred cows or dated views/concepts.
Client/Provider Sustainability
Offerings
Clients
Relationships

10. It’s Your Choice
It’s Your Choice
Closing Statement related to Successful Bids
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Do not allow your ’Orchestras’ to degenerate into ‘Carthorses’ else…
you will dispose of ‘Real Fun’ and replace with a ‘Funeral’
NB: If you like anagrams then look closely at the red words !
Win or Lose !!!