The Art of The Debrief
Optimising the Value of the Client Debrief
(A two-part program to be customised for your organisation with personalised, online delivery by Jordan Kelly.)
Rarely, in my experience, does a bidder learn all it can from a client’s de-brief. Frequently, far less is learned than could be.
Part One: Maximising the Value of Your Debrief
It’s a huge waste and, competitively-speaking, a huge mistake, to fail to optimise the post-bid intelligence-gathering opportunity represented by a client’s de-brief.
Why? Because if you won, you want to know exactly why you won, in order to maximise your chances of winning again. If you lost, you have the chance to gain the insights you need to help you turn today’s loss into tomorrow’s win.
Furthermore, you certainly don’t want to see your neck-and-neck competitors with a better-informed head start in future bidding races with the client in question.
The key to getting the best value from a de-brief is to pre-plan carefully, in order to extract every possible clue from the process. But de-briefs (especially those held for the benefit of the losing bidders) can be uncomfortable situations for the client organisation and its evaluators.
In this first phase of The Art of the Debrief program, I will teach your bid, business development and/or senior personnel to formulate quality questions to bring forth all the insights you need from the Client’s Debriefing process. I’ll also prepare them to think on their feet during a less structured debrief.
Part Two: Fearless Self-Assessment
In the second phase of The Art of the Debrief program, I will walk your team through the other – equally essential – component to improving an organisation’s future bidding performances: the intra-organisational debrief.
In this phase, I will guide your team along as it seeks to ensure both the permanence of the insights extracted from the client’s debriefing session and their optimised integration into future bidding processes.
Your client debrief attendees will learn the most effective and thorough means of delivering their detailed findings back to the relevant personnel and divisions within your broader organisation.
They’ll learn how to conduct impactful informational transfer with all relevant internal stakeholders and contributors.
And they’ll learn how to collectively map out a plan for the implementation of those insights, such that they result in multi-faceted improvements throughout all stages of future bidding processes.
Ready to Power Up Your Pursuits?
Contact me to discuss my customisation of this core program in accordance with the specifics of your company, your industry, and your current business environment and its challenges.
