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Bid dynamics 2013
1.
© Bid Dynamics
bid-dynamics.co.uk
2.
© Bid Dynamics
bid-dynamics.co.uk Improving your bidding activity You want... everyone involved in your bids to understand what’s needed for successful proposal delivery everyone involved in your bids to be effective (and motivated) contributors everyone involved in your bids to be catalysts for change, improvement and best practice. Essence of Bidding services and training workshops from Bid Dynamics.... set the ground rules for quality proposal development and bid management explain the tasks and activities required to put together compelling proposals and client presentations. position the importance of bidding in your sales and market strategy help you develop the highest quality proposal responses. Improving quality Your role in delivering change Improving skill and knowledge levels
3.
© Bid Dynamics
bid-dynamics.co.uk The different aspects of your bidding strategy
4.
© Bid Dynamics
bid-dynamics.co.uk Where we help: the Bid Dynamics training and support menu Deal or no deal Qualifying the opportunity Your bidding strategy Storyboarding the bid Planning content Selling the deal in writing Documents/ presentations The aftermath Review, learn, retain, build for the future
5.
© Bid Dynamics
bid-dynamics.co.uk Qualification Respond to the right bids, the winnable bids, the tactical bids, the positioning bids, the strategic bids – how to decide which one is which and what it means for you to bid or no-bid it. Reading the ITT How to assess and understand tender documents – what is really being asked for, what is really important, the clues your client/prospect is giving in the RFP/ITT Risk How to assess commercial risk – from the wider landscape/corporate risk through to bid risk/project risk Commercial How to assess terms and conditions and legal/ regulatory implications – what to look for, what to seek advice on to make sure you and your business are covered Competition Techniques for identifying and assessing the competition including SWOT – what will they bid, can you meet/better it, how will you do that? Win themes and key messages Value proposition vs. sales proposition – what are the themes and messages that will succeed in this bid? The bid/no-bid decision The bid/no-bid decision based on all the above; understanding implications and next steps. Deal or no deal – qualifying your sales opportunities
6.
© Bid Dynamics
bid-dynamics.co.uk Your bidding strategy and bid contributors Bid management in your company How is bidding delivered and managed? Who leads it? Who contributes? What are the roles and responsibilities? What does ‘good’ look like for bid management and delivery in your bidding context? Company, client, team expectations Bid team formation and roles Depending on the size of each company, we explore the stages in bid team formation and the skills, knowledge and experience needed to progress through to high-performing bid teams Managing the bid team dynamic Dealing with conflicting requirements – people, technical, business, sales, deliverability; understanding conflict in your bid team/contributors and making it work constructively for you. Proposal production in your company Every deadline a panic? How’s that working for you?! We go ‘beyond the pizza run’ and find a better way....
7.
© Bid Dynamics
bid-dynamics.co.uk Storyboarding the bid – planning your response Planning and storyboarding Developing the response: how to identify what the client really needs, how to structure, develop and write a compelling and influential proposal using the most appropriate media (documents, presentations, portals). The win themes Taking your win themes and key messages identified at the qualification stage, identify how to weave these through your response. What’s going to win in each section? Targeting the client’s primary concerns Competitor advantages/disadvantages Where you will put the emphasis throughout your response The media Outlining the structure and approach for each required delivery type – written proposal document, client presentations, online portals The look Style and layout to reflect your company branding; document and presentation layouts/templates Supporting evidence Case studies, reference sites, testimonials – what can help you sell in this deal?
8.
© Bid Dynamics
bid-dynamics.co.uk Sell the deal in writing – outputs for your client Compiling brilliant content Including the EFFECTIVE use of good-quality previous content – “here’s one I prepared earlier” – the dangers and the benefits Writing styles Appropriate style and language for this particular deal; Talking your client’s language; Engaging with the client through your writing; clear articulation of win themes Words to watch Traps for the unwary – “ensure/guarantee” – the implications of certain words and phrases in bid situations The management summary Devising the management summary that will sell best for you, telling the story of your value proposition in a compelling style, leading your client to the only conclusion you want them to come to! Effective proof- reading and editing Who, how, when – and how to use the feedback for longer- term improvement Make your response easy for your client to approve Techniques including signposting, way-finding, highlighting the client’s problem areas and why they should buy from you for this deal
9.
© Bid Dynamics
bid-dynamics.co.uk The aftermath – review and learn What happened and why? What went well? What didn’t? Why? How do you track and monitor your bidding outcomes and the overall experience? What can we learn? How do you create best practice from your best bids? What do you “keep/stop/start”? Identifying development, process and service needs using client feedback What can you learn from your competitors’ web sites and marketing collateral to improve your bids? What can we build on and how do we do it? How do you retain and store the best information for future bids? How to create and maintain best practice repositories, intranet portals, document libraries.
10.
© Bid Dynamics
bid-dynamics.co.uk Helping you derive best value from our services Enhance – improve – coach – mentor Improving your bidding capability and client proposal outputs for the long term means more than a tick-in-the-box “Training and support delivered – back to business as usual”. To derive best value from our service, select and combine any of the following: Direct support to bid managers and bid teams – this can include mentoring, coaching, shadowing bid managers and sales managers and preparing/rehearsing presentation teams as they plan, lead, contribute to or write their next bid, with individual progress reviews at the end of the bid. Direct support to bids and presentations: direct support on site or remotely for proposal and presentation planning, development and delivery covering ITT assessment, bid strategy, writing/editing proposals and presentations, storyboarding, proof-reading and reviews. Identifying and developing best practice proposal materials. This will include helping you develop on-line information repositories and associated update and maintenance procedures to make sure you retain and optimise best practice materials. Regular progress reviews to assess impact of improvement activities, assess win rates, client feedback and all aspects of your bidding. Ad-hoc and pre-booked support on-site and remotely Specialist Hotline and out-of-hours service for 24x7 support Review Support Mentor Apply improvement actions, training and coaching to live bids, with mentoring and support as needed Review application of new and enhanced skills and services Assess in context of subsequent bids: development and output quality Deliver/ implement Design and customise improvements Identify skills/process gaps Assess proposal quality and impact Service positioning
11.
© Bid Dynamics
bid-dynamics.co.uk Benefits of working with us Our workshops, training and services... help all bid contributors understand and address your internal and client- facing requirements, responsibilities and opportunities examine the sales team contribution, impact and influence on bidding and bid teams help everyone remember the client throughout help everyone understand their individual role in influencing the success of the bid and the wider sales/client relationship identify the best practice activities and materials from across your business deliver high-quality proposal content from all the bids we work on. All in the context of industry acknowledged best practice and a focus on continuous improvement.
12.
© Bid Dynamics
bid-dynamics.co.uk Benefits of working with us Our people... have worked in, contributed to, managed, led, trained, coached, mentored and improved every type of bid and sales team in private sector and public sector organisations have designed and delivered proposal centres, bid processes, bid knowledge-bases and portals and the highest-quality proposal support and enhancement services in companies of all sizes for over 20 years understand every aspect and requirement of the bidding environment emphasise skills transfer, making sure best practice knowledge and expertise are embedded into your processes, your services and throughout your business. All in the context of industry acknowledged best practice and a focus on continuous improvement.
13.
© Bid Dynamics
bid-dynamics.co.uk
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