Insights to Actions of Winning Bids - Infission Bid Consulting
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The document outlines strategies for preparing winning bids, highlighting common reasons for bid failures such as non-compliance and lack of client understanding. It presents a structured approach divided into pre-proposal positioning, proposal preparation, and post-proposal analysis, emphasizing the importance of building client relationships and creating compelling proposals. Additionally, it includes do's and don'ts for bid preparation and introduces the services offered by Infission to improve bid success rates.
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Insights to Actions of Winning Bids - Infission Bid Consulting
- 1. Insights to actions of winning bids
- 2. 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
- 3. 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
- 4. What makes a winning proposal? ….Writing proposals to win contracts and hearts, does not require hard work, it requires smart work”
- 5. A proposal should be… Compelling value proposition Concise key messages Presentable structure Proven credentials Persuasive solution Compliant customer responses Our 3C3PT framework covers all the critical elements of a proposal that ensures our customer’s win
- 7. 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
- 8. “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
- 9. When a bid releases, most important is to… …Choose the ‘RIGHT’ opportunity… • Do we want to win? • Can we win? • How do we win?
- 10. Sample Bid/ No-Bid checklist
- 11. Planning the Bid team Kick-off meeting/ Bid Strategy Make a bid plan Develop content, design and layout Review and sign-off Proposal preparation
- 12. Plan the bid Assign Team Bid Manager Architect Reviewers Contributors Proof reader Win Themes Develop Strategies Review and proofread
- 13. Bid Plan should have… • Important bid dates • Submission instructions • Roles and responsibilities • Internal due dates – first draft, review • Evaluation criteria • Compliance matrix
- 14. … 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?
- 15. 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
- 16. Review cycle and sign-off • Review at regular intervals (pink, red, golden teams)
- 17. Always evaluate the bid post submission
- 18. • 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
- 19. About
- 20. Infission help IT companies winning more proposals, saving 30% of bid cost and increasing 40% of win rate.
- 21. 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 Competitive Analysis Pricing Analysis Knowledge Management Repository Management Reusable components Secondary research Staffing Services Bid Manager Creative Designer Business Analyst Content Writer
- 22. Thank You ! Time for Questions. For Proof of Concept, please contact: Business Manager [email protected] Ph: +1-646-586-9293 (102) Skype – infission www.infission.com Visit our Work Samples