insights to actions of winning bids - infission bid consulting
TRANSCRIPT
Insights to actions of winning bids
Agenda
Why companies fail to win bids?
What makes a bid win?
Approach to preparing a winning bid
Do’s and don’ts of bid preparation
1
2
3
4
Boilerplate content
Why companies fail to win bids?
Non-compliancePost due-date
No client relationship
No understanding of client needs and business
Not addressing ‘How’Big picture; no details
w/o proof reading or quality assurance
Marketing/selling instead of focusing on solution
Post proposal analysis
What makes a winning proposal?
….Writing proposals to win contracts and hearts,
does not require hard work, it requires smart work”
A proposal should be…
Compellingvalue proposition
Concisekey messages
Presentablestructure
Provencredentials
Persuasivesolution
Compliantcustomer responses
Our 3C3PT framework
covers all the critical
elements of a
proposal that ensures
our customer’s win
The approach…
Three important stages of bidding…
Pre-Proposal Positioning
• Build customer relationship
• Know your competitors
• Bid/ No-bid
Proposal /Bid Preparation
• Bid Plan, Win themes
• Proposal preparation and finalization
• Review and submission
Post-Proposal Analysis
• Internal evaluation
• Customer interviews
“Know your customers and build relationship with them”
“If you wish to persuade me, you must think my thoughts, feel my feelings and speak my words”
Pre-proposal positioning
When a bid releases, most important is to…
…Choose the ‘RIGHT’ opportunity…
• Do we want to win?• Can we win?• How do we win?
Sample Bid/ No-Bid checklist
Planning the Bid team
Kick-off meeting/ Bid Strategy
Make a bid plan
Develop content, design and layout
Review and sign-off
Proposal preparation
Plan the bid
AssignTeam
Bid Manager
Architect
Reviewers
ContributorsProof reader
Win Themes
Develop Strategies
Review and proofread
Bid Plan should have…
• Important bid dates
• Submission instructions
• Roles and responsibilities
• Internal due dates – first draft, review
• Evaluation criteria
• Compliance matrix
… backed by a Bid Strategy…
• How to clear doubts regarding scope?
• What to propose?• How to prove we
are competent?• Who can testify?• What will be our
‘win themes’• Can we show a
sample?
Design layout and content…
• Develop top level outline• Table of content
• Add detailed structure • Which case studies, references, resumes, etc.
• Detailed design Layout, content
• Annotate your outline – map win themes to outline
Review cycle and sign-off
• Review at regular intervals (pink, red, golden teams)
• Appointed person should sign-off the proposal
Always evaluate the bid post submission
• Build relationship with client
• Analyze the bid for go/no-go decision
• Develop the win themes/differentiators
• Plan the bid and hold kick-off meeting
• Use compliance matrix and proposal worksheet
• Follow RFP instructions and comply to them
• Address weakness/vulnerabilities
• Focus on client, not your company
• Structure your proposal well
• Address both hard (technical design, skill) and soft solution (adaptability, thought leadership)
• Use infographics and sample mock-ups
• Present key information for client to skim
• Use clear example and statistics
• Leave room for negotiation
• Never bid for proposals you cannot win
• Avoid using boilerplate content specially for executive summary
• Never trust only the RFP, initiate dialogue with client
• Don’t over commit or make claims without facts
• Never start without a plan/win theme
• Don’t dilute the proposal with too much text without information to skim
• Don’t sell, instead serve
• Don’t miss the element of communication/relationship
• Never miss the due date
• Don’t deviate from the client requirements
Do’s and dont’s of bid preparation
About
Infission help IT companies winningmore proposals, saving 30% of bidcost and increasing 40% of win rate.
We offer..
Bid Management
Bid Strategy
Bid Writing
Bid Graphics
IT Solutions
Sales Support
Tender Sourcing
Marketing Collaterals
Value Engineering
Proof of Concepts
Market Intelligence
Company profiling
Win Loss Analysis
CompetitiveAnalysis
Pricing Analysis
Knowledge Management
Repository Management
Reusable components
Secondary research
Staffing Services
Bid Manager
Creative Designer
Business Analyst
Content Writer
Thank You !Time for Questions.
For Proof of Concept, please contact:
Business Manager
Ph: +1-646-586-9293 (102)
Skype – infission
www.infission.com
Visit our Work Samples