CATEGORIES:
One of the most intelligent moves a bidder can make in a critical, highly competitive bidding race is to be strategic in its selection of the specific individuals who will perform client-facing, information-gathering roles during the pre-contract phase.
Many organisations automatically opt to put highly social, talkative personnel (often the conventional choice for “business development” positions) into such roles. However, this personality type is not always the best-suited operative to send into a meeting in which a depth of questioning (and a lot of listening and retaining of information) is required.
I recommend appointing a more deep-thinking, detail-observant person to head this aspect of bidding activity – and then ensuring a process for the accurate and comprehensive conveying of their findings back to the broader bid team.
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.
Ideal 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 (six books for the price of five).
BEATING THE BIG BOYS AT BIDS
(Training Program)
Capitalise on the natural advantages of being a smaller, more agile - and potentially, more aware - operator than your corporate competitors.
A five-module training available for delivery in tandem with your team's preparation for, and participation in, any especially important bid . . . and preferably one that stands to see your enterprise increase its competitive ranking within your industry.
(Equally applicable for producing proactive proposals and participating in less formal processes.)
