Bids and tenders need to be processed through your company efficiently and to the highest possible standard. Your process must be designed so that every bid or tender you produce stands the best possible chance of winning before it leaves the desk of your bid writer. However, too many companies either have a ‘bid factory production line’, which simply gets a large number of bids out to meet deadlines, or will utilise an inefficient process that makes the task of bid writing require significantly more effort than it should.
Bid Perfect has created the Twelve Stage Bid Management Process© and the Winning Bid Formula© which give you the guidance and tools you need to write and manage winning bids, every time.
In our consulting process, we look at four fundamental areas of your bid management activity:
1. Your Opportunity Inflow which looks at how you acquire bid and tendering opportunities and then how you go through your Bid/No Bid decisions.
2. How a Win Strategy is discussed, agreed upon and then managed. This means looking at the competencies of all stakeholders who hold bid production and content creation accountability, the way in which the needs of the customer are assessed and articulated and how the Bid Benefits Matrix© is drawn up. Your Benefits Matrix is the key component of your bid which will win it or lose it for you.
3. Your Review Programme for each bid and tender you produce. The open and honest way in which you are prepared to rigorously challenge your own bid before it leaves your control is often the difference between a good bid and a poor bid. We recommend a thorough and robust review which is an objective reality check from an unbiased customer-based viewpoint. When we look at failed bids we are not surprised to see issues that could have been corrected before the document was submitted.
4. Your Tools are the next thing we look at. This means reviewing (amongst other things) your:
i. Bid/Tender Library and content
ii. Bid/Tender Project Management template
iii. Bid/Tender Calendar
iv. Data Capture Log and KPI suite
v. Software you might be using
vi. Your Bid/Tender training programme
Naturally, there is a great deal to look at and we always recommend to our clients that a modular approach is taken. We do not try to fix things that are not broken nor do we take a prescriptive approach. We look very hard at what you want to achieve and then empower you to get there.
Finally, a well managed business is always mindful of cost. Therefore we tailor our consulting programme to meet with your individual budget and needs. This is why our modular approach works so well - you have absolute control over the cost of each of our interventions and only proceed when you are satisfied that the objectives have been achieved. It is worth pointing out however that, generally, if you win just one more bid or tender that you may not have won previously then our fees will be recouped many times over.
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