CATEGORIES:
Key to ensuring quality inputs to a bid strategy effort is, in turn, ensuring the relevance, sensibility and comprehensiveness of notes (and verbal accompaniments) provided by the bidder’s Business Development Managers and other front-line personnel.
And the key to ensuring this relevance, sensibility and comprehensiveness is for these information-gathering parties to have first done the following:
- Planned their conversation outline and questions asked of the client, from the perspective of those bid team members who will ultimately shape (a) the bid strategy, (b) the proposed offering, and (c) the submission document.
- Reviewed their notations to ensure that any vagaries are corrected with the required clarity, that any information holes are filled adequately, and that any obvious questions have been anticipated (so that answers can be sought).
Before, during and after all communication opportunities, those in these front-line, client-facing roles must be cognisant that they (and sometimes, they alone) are tasked with ferreting out critical bid-winning insights on behalf of all the various specialist roles in both the bid and delivery teams.
BID COMMANDOS
On-Target Strategy for Mission-Critical Bids
(Training Program)
A comprehensive 11-module course to ensure your team excels at every stage of a formal bidding process - from the initial bid/no bid analysis, right through to the client de-briefing session/s.
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.
In this five-module training program, I'll guide your team, in real-time, as it prepares for, and participates in, a formal tendering process.
(Equally applicable for producing proactive proposals and participating in less formal processes.)
