ten slides in ten minutes - thinking about the virtual bid team

10
S S Ten Slides in Ten Minutes: Thinking about the Virtual Bid Team [Capturing the Hearts and Minds of Prospects & Clients] Presented by: Bill Graham CP.APMP June, 2014 [email protected]

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Bid Teams are complex entities and even more so when they comprise of virtual team members. This presentation looks at a few aspects of these virtual bid teams and their actual members.

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Page 1: Ten Slides in Ten Minutes - Thinking about the Virtual Bid Team

S S Ten Slides in Ten Minutes: Thinking about the Virtual Bid Team [Capturing the Hearts and Minds of Prospects & Clients]

Presented by:

Bill Graham CP.APMP

June, 2014

[email protected]

Page 2: Ten Slides in Ten Minutes - Thinking about the Virtual Bid Team

Craft Proposal Client Adjudication Identify Qualify Delivery Submit

The Client Engagement Process & a few Points to Ponder

• Solid Win Strategy

• Bid Centre Support

• Organisational Teamwork

• Relevant Solution

• Selling on Value and not Price

• Industry

Knowledge

• Understanding of

Client’s Business

Strategy

• Good relationship

with Key

Decision-makers

• Resonating Win

Themes

• Solution

supporting

Client’s Business

Imperatives

• Building Track

Record

• Execution

Investment

• Robust Service

Delivery

• Professional

package

• Word Perfect

• On-Time

Submission

Robust Capture Plan Relevant Solution Resonating Submission

Professional Proposal / Bid Management Process

2

Underpinned by a Virtual Team

Page 3: Ten Slides in Ten Minutes - Thinking about the Virtual Bid Team

A Bid Manager liaises with the Virtual Team

Sales [incl. AM]

Product Specialists

Commercial

Prospect Lead gen. Qualify

Design

Craft Bid

Pricing

P&L

Review Submit

Bid Management

Legal/ Contracts

Regulatory

Regions Cost/Price

Sales

Technical Design

Finance

Legal

Partners

Specialists SMM/SME

3

Non-Standard Solution

Account & Bid Management work as a Team

Underpinned by a Virtual Team

Page 4: Ten Slides in Ten Minutes - Thinking about the Virtual Bid Team

Market

Management Relationship

Building Prompts: • Global trends • Industry knowledge • Unfolding

opportunities • Emerging risks

Prompts: • Pedigree/s • Preferences • Requirement/s for

advancement • Resource alignment • Communication plan/s

Prompts: • Wants vs. needs • Resourcing

requirements • Solutions vs. Risks • Ability to deliver • Competition

Account Managers

should be “Thought

Leaders” in specific

industries

Account Managers

need to be

articulate & be the

Single Point of

Contact [SPOC]

Account Managers

need to understand

the clients’ needs

and deliver against

this need

The identified Client Solution defines the Virtual Team

Abundance of

Solutions Selection of

Solutions

Relevant solutions must be mutually agreed between the Service Provider & the Client

Source: Sales Synthesis

4

Mutually Agreed

Solutions

Client

Def

ine

s th

e

Vir

tual

Te

am

Opportunity

Scouting

Page 5: Ten Slides in Ten Minutes - Thinking about the Virtual Bid Team

5

The Virtual Bid Team is Resourced from Units Providing Value

Mutually Agreed

Solutions

Client

Def

ine

s th

e

Vir

tual

Te

am

Different Virtual Teams for Different Opportunities

Mutually Agreed

Solutions

Client

Def

ine

s th

e

Vir

tual

Te

am

Mutually Agreed

Solutions

Client

Def

ine

s th

e

Vir

tual

Te

am

Mutually Agreed

Solutions

Client

Def

ine

s th

e

Vir

tual

Te

am

Page 6: Ten Slides in Ten Minutes - Thinking about the Virtual Bid Team

Core Team • Bid Manager • Commercial • Product Specialists • Solutions Architect/s • Finance • Legal

Optional Team Members • Marketing • Regional Management

6

The Virtual Bid Team is Resourced from Units Providing Value

‘Other’ Team Members • Content Writers • Quality Assurance • Third Parties • Partners

Workstream Leaders

selected from this team

Professional Proposal

Producers

Professional

Consultancy

Virtual Team

Mutually Agreed

Solutions

Client

Def

ine

s th

e

Vir

tual

Te

am Covering the

Complete Opportunity

Requirements

Page 7: Ten Slides in Ten Minutes - Thinking about the Virtual Bid Team

Core Team • Bid Manager • Commercial • Product Specialists • Solutions Architect/s • Finance • Legal

Optional Team Members • Marketing • Regional Management

7

A Steering Committee (Steerco) is useful for Large Complex Bids

‘Other’ Team Members • Content Writers • Quality Assurance • Third Parties • Partners

Workstream Leaders

selected from this team

Professional Proposal

Producers

Professional

Consultancy

Virtual Team

Covering the Complete

Opportunity Requirements

Bid Management Steerco

Steerco • Opportunity Sponsor • Commercial Executive • Business Development

Executive • C-Levels (optional)

Page 8: Ten Slides in Ten Minutes - Thinking about the Virtual Bid Team

Core Team • Bid Manager • Commercial • Product Specialists • Solutions Architect/s • Finance • Legal

Optional Team Members • Marketing • Regional Management

8

The Bid Manager must Monitor the Team Member Relationships

‘Other’ Team Members • Content Writers • Quality Assurance • Third Parties • Partners

Virtual Team

Bid Management Steerco

Steerco • Opportunity Sponsor • Commercial Executive • Business Development

Executive • C-Levels (optional)

A Steerco adds another level of relationships and complexity - and must also be managed

Page 9: Ten Slides in Ten Minutes - Thinking about the Virtual Bid Team

9

Team Conflict will occur and must be Managed The Thomas-Kilmann model looks at the ways people deal with conflict in two dimensions: assertiveness and cooperativeness. The Bid Manager needs to understand this concept and how to manage an intervention.

Future Virtual Team members will be recruited based on past experience in terms of co-operation

and teamwork

Such selection will potentially dilute the skill base but will result in a more productive team

Outcome

Negotiation may be the answer

Page 10: Ten Slides in Ten Minutes - Thinking about the Virtual Bid Team

10

Sometimes negotiation does not work, especially in a conflict situation, where we need other skills and solutions:

• Giving in • Instruction • Coercion • Problem solving • Persuasion • Arbitration.

The Bid Manager must also be Adept at Negotiation

1. Everybody wants something from someone, and different methods can be used to get what you want. Negotiation is just one of the methods

2. Negotiation: a) Implies receiving and giving b) Is a synonym for trading c) Can be seen as the process where parties agree to get what they want, through

proposals and bargaining 3. All parties must have a ‘need’ or ‘want’ and must be willing to bargain 4. Wanting something from someone can also be considered as conflict behaviour, especially

if the other does not want to part with it.