CATEGORIES:
One of the most intelligent moves a bidding organisation can make in a high-value, intensely competitive bidding race (assuming the research and planning phase has started far enough in advance of the release of the client’s documentation to the market) is to select its client-facing “information gatherers” strategically.
Many bidders give both inadequate and inactive thought to how important it is to exercise keen listening skills during any communication opportunity with a potential customer or client.
However, a bidder can give itself a natural advantage in this regard by identifying and appointing people to the roles they most comfortably fit.
For example, a highly social, talkative person (often the conventional choice for “business development” roles) is not necessarily always the best-suited operative to send into a meeting in which a depth of questioning and retention of substantial amounts or detail of information is required.
An operative of a quieter, more deep-thinking and detail-observant disposition might be a more strategic appointee to the task.
THINK AND WIN BIDS
Winning High-Value, High-Stakes Bids through Superior Questioning, Listening & Thinking Skills
(Book)
The three fundamental skills of a genuinely sharp, sustainably successful bid professional are the ability to think, listen and ask quality questions.
Furthermore, formulating successful business development and bid strategies is the process of well-directed research and thinking; not the product of tools and templates.
To ensure all members of the bid team are, philosophically, "on the same page", Think and Win Bids is also offered as a six-pack (6 books for the price of 5).
BID COMMANDOS
On-Target Strategy for Mission-Critical Bids
(Training Program)
BID COMMANDOS is my "blockbuster", comprehensive, 11-module training program.
It's intricately formulated to ensure your team excels at every stage of a formal bidding process . . . from the initial bid/no bid analysis, through research and intelligence-gathering, through the strategy development and documentation process, through strategic and compelling writing and competent editing, and on through the shortlistee presentation stage, right through to optimisation of client de-briefing session/s.
