Presentations by Martin Brown, Fairsnape

1. Cumbria Under Construction
Bids that Win
martin brown
martin brown
e: fairsnape@gmail.com
t: @fairsnape

3. Built Environment
Industry Today
martin brown

4. Budad
rntn
l
D fitn
e io
in 1987
"Sustainable
development meets
the needs of the
present without
compromising the
ability of future
generations to meet
their own needs."

5. how did we get to 2012
and still be talking
about these issues
“We can’t solve today’s problems
by using the same kind of thinking
we used when we created them.”

6. We want better communication

7. The world is connected

8. The world is transparent

9. The world is carbon aware
Changing Behaviour
constructco2.com

10. The world loves to share ...
creativecommoners

11. The world finds services online ...
Architect Map

12. The world seeks innovation
and differentiation

13. BIM
The World is Collaborative

14. And digital ...

15. The world is becoming
socially responsible

16. The world is Eco-Refitting
And seeking Living Buildings ...

17. Star Gazing
Innovative
Solid and Reliable
Grounded
martin brown e: fairsnape@gmail.com t: @fairsnape

18. And Next?
anonymouscollective

19. Clients requirements are
becoming increasingly
sophisticated.
What have you done
differently?

20. Cumbria Under Construction
Bids that Win
martin brown
martin brown
e: fairsnape@gmail.com
t: @fairsnape

21. BID SUCCESS
FOUR STEP PROGRAMME
PLAN ... to win work
DO ... producing winning bids
CHECK ... monitor performance
ACT ... learn and improve
martin brown e: fairsnape@gmail.com t: @fairsnape

22. How much time
do you spend on Bidding?
What are your bid costs?
What is your success rate?

23. you don’t win
work a tender sta
t ge
who does?

24. those who delight clients
and
a better tha the others
re n

25. PQQ Winners plan to win
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 and offer solutions
have ‘extra zap’
martin brown e: fairsnape@gmail.com t: @fairsnape

26. +
D o you ZAP energy
Or
-
D o you SAP energy
martin brown e: fairsnape@gmail.com t: @fairsnape

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

28. Your Differentiator
Competitive strengths
Hard to copy
martin brown e: fairsnape@gmail.com t: @fairsnape

29. Your Differentiator
Competitive strengths
Organisational
structure
Processes
Products and
Services
Hard to copy
martin brown e: fairsnape@gmail.com t: @fairsnape

30. ls
Your Differentiator we
Je
ro wn Values and
rC
the way
ou
people work
Y together
People
Competitive strengths
Suppliers and
Customers
Organisational
structure
Processes
Products and
Services
Hard to copy
martin brown e: fairsnape@gmail.com t: @fairsnape

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

32. expression of interest
the Bid Process
PQQ
Stage 1 - technical
Stage 2 - cost
Interviews
Preferred Bidder
WINNER

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

34. Bid Traps
How to deselect yourself
Not Understanding
the Bid, assessment,
scoring, weighting …
martin brown e: fairsnape@gmail.com t: @fairsnape

35. 0 - Unacceptable
1 - Very weak - almost unacceptable
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. Bid Traps
How to deselect yourself
Not answering the questions
All the question parts
You don’t get points for blanks
martin brown e: fairsnape@gmail.com t: @fairsnape

37. Bid Traps
How to deselect yourself
No or little Evidence
Riding on 'others' Evidence
martin brown e: fairsnape@gmail.com t: @fairsnape

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

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

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

41. Bid Traps
How to deselect yourself
Poorly Structured
Response
martin brown e: fairsnape@gmail.com t: @fairsnape

42. Bid Traps
How to deselect yourself
Not a team
Response
martin brown e: fairsnape@gmail.com t: @fairsnape

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

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

45. Bid Traps
How to deselect yourself
Too Long
Too Short
Word Limits
martin brown e: fairsnape@gmail.com t: @fairsnape

46. Bid Traps
How to deselect yourself
Difficult to navigate
Hard to read
Not easy for assessor
martin brown e: fairsnape@gmail.com t: @fairsnape

47. Bid Traps
How to deselect yourself
Familiarity
Don’t Assume
martin brown e: fairsnape@gmail.com t: @fairsnape

48. Bid Traps
How to deselect yourself
Copy Cat
Copied from other bids
Copied from websites
martin brown e: fairsnape@gmail.com t: @fairsnape

49. Bid Traps
How to deselect yourself
No Independent Review
Silly Errors
martin brown e: fairsnape@gmail.com t: @fairsnape

50. Throwing it away at the end
I nterviews a Presenta
nd tions
martin brown e: fairsnape@gmail.com t: @fairsnape

51. Using Feedback
martin brown e: fairsnape@gmail.com t: @fairsnape

52. W r it t e n
M e e t in g s
F e e d b a c k E ve nts
In d e p e n d e n t
martin brown e: fairsnape@gmail.com t: @fairsnape

53. Review - T rends
… over la 5 PQ Q ’s ?
st
Overall
Subj Area
ect s
Q uestions
martin brown e: fairsnape@gmail.com t: @fairsnape

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

55. Review - SWOT
M easured CO2
T op score on ‘people’
N o CSR Stra tegy
N o Sub Contra I nput
ctor
Client insight to CSR (localism)
Client wa to understa our CO2 ca
nts nd lc
Our S/C writing for competitor bids
B a publicity on current j for client
d ob
martin brown e: fairsnape@gmail.com t: @fairsnape

56. Act I mproving Future B ids
Improve Practice
Improve Best Practice Capture
Improve Articulation
Improve Submission
martin brown e: fairsnape@gmail.com t: @fairsnape

57. Act - Visibility
Who is amplifying your message
Who is damaging your image
martin brown e: fairsnape@gmail.com t: @fairsnape

58. Do your bids inspire?
+
D o you ZAP energy
Or
-
D o you SAP energy
Are your bids hard work?
martin brown e: fairsnape@gmail.com t: @fairsnape

59. Using
social media
In bidding

60. 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

62. “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”

63. Web Project Sheets
Links to
Building / Facilities website
Innovative solutions
Client website
Contractor website
Supply Chain links
Project Blogs + Images
Google Maps
QR Code
(for accessing online info from printed version)
Allow
Feedback
M pr oj ect sheet s com al ive again RSS
ake e
Sharing onwards
martin brown e: fairsnape@gmail.com t: @fairsnape

64. What is your response to social media?
What is your Clients?

65. Support Sessions:
Wining Work
Green Deal
Construction Improvement
Sustainability and CSR
Understanding Social Media
martin brown
e: fairsnape@gmail.com
t: @fairsnape