Key slides from Bidding to Win event for LCBPC and FMB on 17th May 2012

1. Bidding
to
Win
martin brown
e: fairsnape@gmail.com
t: @fairsnape

2. PQQ, Bid, Interview, Presentation
Support, Training, Coaching
Independent Reviews
martin brown
e: fairsnape@gmail.com
t: @fairsnape

3. Bidding to Win
Part 1 – Before the Bid
You don’t win tenders at Bid Stage
Part 2 - Success
Selected not Deselected
Part 3 – Bid Improvement
Better Next Time
martin brown e: fairsnape@gmail.com t: @fairsnape

4. We cannot fix problems with the same
patterns of thoughts that created the problems
Einstein
Business Winners have learnt to
relish change with the same enthusiasm and
energy that we have resisted it in the past."
Tom Peters
…winning work in today’s market needs new
patterns of thoughts…
martin brown e: fairsnape@gmail.com t: @fairsnape

5. How much time do you
spend on Bidding?
Marketing & Pre-Bid
What are your
To bid or not to bid decision
bidding
Costs?
Bid management time
Bid preparation
Presentation/interview
Feedback/Learning
martin brown e: fairsnape@gmail.com t: @fairsnape

6. Current
No of pre-qualifications & bids
Success
Rates?
How many hrs
What are the costs
Winning ratio
Value of average project
Annual Profit margin
martin brown e: fairsnape@gmail.com t: @fairsnape

7. you don t win
work at tender stage
who does?
those who delight clients
and
are better than the others
martin brown e: fairsnape@gmail.com t: @fairsnape

8. PQQ Winners:
Have Customer/Market Intelligence
Are well informed and visible
Have sound Bid Process
Have Supply Chain common goals
Articulate evidence
Are a Fit Organisation
Innovate
have ‘extra zap’
martin brown e: fairsnape@gmail.com t: @fairsnape

9. Do you +ZAP energy
Or
Do you -SAP energy
martin brown e: fairsnape@gmail.com t: @fairsnape

10. Winners have Customer Intelligence
Understanding
Who are they?
Your Customers
What is their business?
What motivates/drives them?
Who are their customers?
What are their strengths and weaknesses?
What are their risks and threats?
What are there aspirations?
think business not building
martin brown e: fairsnape@gmail.com t: @fairsnape

11. Winners have Customer Intelligence
High
Customer
Attractiveness
Attractiveness of Account
Strategic
Strategic
Development Critical
Gorgeous
Good
Bad
Ugly
Nuisance Exploitable
Low Income High
martin brown e: fairsnape@gmail.com t: @fairsnape

12. Winners are
informed
“I have seen further by
standing on the shoulders
of giants”
Where do you get your
Learning
Best Practice
Innovation
martin brown e: fairsnape@gmail.com t: @fairsnape

13. Winners are
informed
real time intelligence
martin brown e: fairsnape@gmail.com t: @fairsnape

14. Winners have sound bid processes
bid process
plan
bid responses
act do
bid interviews
check
bid presentations
martin brown e: fairsnape@gmail.com t: @fairsnape

15. Winners articulate
evidence
Evidence
Evidence
Evidence
Anecdotal Comprehensive
Questionable Believable Compelling
martin brown e: fairsnape@gmail.com t: @fairsnape

16. Winners are
Fit Organisations
Strong Collaborative Leadership
Values and Culture – Learning, Open & Honest
Motivated, skilled, dedicated workforce
Competent Management Team
Simple adaptable systems
Resilient …
martin brown e: fairsnape@gmail.com t: @fairsnape

17. Q What's your Differentiator?
martin brown e: fairsnape@gmail.com t: @fairsnape

18. Why use
social
Keeping Informed
media
Being Visible
Conversations that lead to Relationships
Innovate
Collaborative Bid writing
Winning Work
martin brown e: fairsnape@gmail.com t: @fairsnape

19. martin brown e: fairsnape@gmail.com t: @fairsnape

20. Increasingly relationships that lead to
contracts are being made online, through
discussions within LinkedIn groups for eg

21. No longer OK 'just' to have a web site ...

22. “If we don’t get this
right Gen X and Gen Y
won’t want to work for
us but they will want to
work for someone else”
“you cant hide
anything from us … we
are to social media
savvy”

23. Influence
Amplification
Green Deal

24. “We are encouraging use of social media as a method for
continuing the conversations with our clients,”
“The risks of using the media are the same risks that you
have with any employee representing the company.
“If you teach your staff how to talk
about the company and how to interact
with the public regarding the company,
then these platforms are not an issue.”
martin brown e: fairsnape@gmail.com t: @fairsnape

25. Understand the industry, embed progress
Be Visible and Engage
Review your approaches
Start writing / updating your ‘story’… now
Be Prepared when bid announced
http://www.ais-interiors.org.uk/training-2/building-a-better-contractor/
martin brown e: fairsnape@gmail.com t: @fairsnape

26.
“Getting SELECTED not
DE-SELECTED ”
martin brown e: fairsnape@gmail.com t: @fairsnape

27. the Bid Process
announcement
expression of interest
PQQ
Stage 1 - technical
Stage 2 - cost
Interviews
Preferred Bidder
each stage
WINNER brings
deselection
dangers

28. Bid Traps
How to deselect yourself
martin brown e: fairsnape@gmail.com t: @fairsnape

29. Not prepared
Not Understanding the assessment, scoring, weighting …
Not answering the questions / All the question parts
No or little Evidence
Questionable Response
Poorly Structured Response
Not a team Response
Unclear Response
Not easy for assessor
Thrown away at the end
martin brown e: fairsnape@gmail.com t: @fairsnape

30. … transparency
Bid …In Practice … Online
martin brown e: fairsnape@gmail.com t: @fairsnape

31. Interviews and Presentations
martin brown e: fairsnape@gmail.com t: @fairsnape

32. Presentations
No Bullet Points
martin brown e: fairsnape@gmail.com t: @fairsnape

33. on stage
Dance – your body language
Music – your voice
Words - your content
martin brown e: fairsnape@gmail.com t: @fairsnape

34. Using Feedback
plan
act do
check
martin brown e: fairsnape@gmail.com t: @fairsnape

35. 0 - Unacceptable
1 - Very weak - almost unacceptable
Score
2 - Weak - well below expectations
3 - Poor - below expectations
4 - Satisfactory but below expectations
5 - Meets expectations
6 - Slightly exceeds expectations
7 - Good well above expectations
8 - Very good
9 - Outstanding
10 - Exceptional
martin brown e: fairsnape@gmail.com t: @fairsnape

36. Was the response weighted correctly?
martin brown e: fairsnape@gmail.com t: @fairsnape

37. Written
Meetings
Feedback Events
Independent
martin brown e: fairsnape@gmail.com t: @fairsnape

38. Review - SWOT
martin brown e: fairsnape@gmail.com t: @fairsnape

39. Review - Submission
Easy to Read?
Easy to navigate?
Helped reader?
Looked professional?
martin brown e: fairsnape@gmail.com t: @fairsnape

40. Act Improving Future Bids
plan
act do
check
martin brown e: fairsnape@gmail.com t: @fairsnape

41. Act Improving Future Bids
Improve Practice
Improve Best Practice Capture
Improve Articulation
Improve Submission
Need Help?
martin brown e: fairsnape@gmail.com t: @fairsnape

42. Act - Future Proof?
What do you need to strengthen, start doing?
Corporate Social Responsibility
Measure Carbon
Adopt Lean Construction
Understand BIM
ISO 9001, 14001, PAS 2030
martin brown e: fairsnape@gmail.com t: @fairsnape

43. ACT - Knowledge
Industry Buzz
What should we be talking about
How can we improve knowledge?
martin brown e: fairsnape@gmail.com t: @fairsnape

44. Act Innovation
Capture
New to you
New to construction
New to business
Benefits?
martin brown e: fairsnape@gmail.com t: @fairsnape

45. ACT - Improve Articulation
Capture Improvement
Update your text
Improve from feedback
Share, get new input
NOW
Use Google Docs to similar
martin brown e: fairsnape@gmail.com t: @fairsnape

46. ACT - How can we improve
TEAM Brainstorm
Team Ideas
Make bid support / winning work part of all staff job descriptions
Invite key players, sub contractors, consultants
martin brown e: fairsnape@gmail.com t: @fairsnape

47. ACT - Submission
Format
Publishing
PR / Images
Structure
martin brown e: fairsnape@gmail.com t: @fairsnape

48. Act - Visibility
Are you on clients radar?
Networks
Social media?
Who is amplifying your message
Who is damaging your image
martin brown e: fairsnape@gmail.com t: @fairsnape

49. Act - Visibility
What do people see when
they look for you on-line?
martin brown e: fairsnape@gmail.com t: @fairsnape

50. Q who is
amplifying
your message?

51. Bids
Questions? that
Win
martin brown
e: fairsnape@gmail.com
t: @fairsnape

52. Sustainability
Corporate Social Responsibility
Bid Support
Collaborative Working
Business Improvement
Social Media
martin brown
e: fairsnape@gmail.com
t: @fairsnape