CREAConstructionEvent: Bids That Win by Fairsnape
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Cumbria Under Construction Bids that Win martin brown t: @fairsnape martin brown e: [email protected] m
description
Presentations by Martin Brown, Fairsnape
Transcript of CREAConstructionEvent: Bids That Win by Fairsnape
Built EnvironmentIndustry Today
martin brown
BrundtlandDefinition 1987"Sustainable development meets the needs of the present without compromising the ability of future generations to meet their own needs."
“We can’t solve today’s problems by using the same kind of thinking
we used when we created them.”
how did we get to 2012 and still be talking about these issues
We want better communication
The world is connected
The world is transparent
creativecommoners
The world loves to share ...
The world finds services online ...Architect Map
The world seeks innovation and differentiation
The World is Collaborative
BIM
And digital ...
The world is becoming socially responsible
The world is Eco-Refitting
And seeking Living Buildings ...
Clients requirements are becoming increasingly
sophisticated.
What have you done differently?
t: @fairsnape
martin brown
PLAN ... to win work
DO ... producing winning bids
CHECK ... monitor performance
ACT ... learn and improve
BID SUCCESS FOUR STEP
PROGRAMME
How much time do you spend on Bidding?
What are your bid costs?
What is your success rate?
you don’t win work at tender stage
who does?
those who delight clientsand
are better than the others
t: @fairsnape
martin brown
PQQ Winners plan to win
Have Customer/Market Intelligence Are well informed and visible
Have sound Bid ProcessHave Supply Chain common goals
Articulate evidence Are a Fit Organisation
Innovate and offer solutions
have ‘extra zap’
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martin brown
Your Differentiator
Hard to copy
Com
petit
ive
stre
ngth
s
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martin brown
Your Differentiator
Hard to copy
Products and Services
Organisationalstructure
Processes
Com
petit
ive
stre
ngth
s
t: @fairsnape
martin brown
Your Differentiator
Hard to copy
Products and Services
Values andthe way
people work together
Suppliers and Customers
Organisationalstructure
Processes
People
Your Crown JewelsC
ompe
titiv
e st
reng
ths
the Bid Process
WINNER
expression of interest
Stage 1 - technical
Stage 2 - cost
Interviews
Preferred Bidder
PQQ
t: @fairsnape
martin brown
Not Understanding the Bid, assessment, scoring, weighting …
Bid TrapsHow to deselect yourself
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martin brown
0 - Unacceptable1 - Very weak - almost unacceptable2 - Weak - well below expectations3 - Poor - below expectations4 - Satisfactory but below expectations5 - Meets expectations6 - Slightly exceeds expectations7 - Good well above expectations8 - Very good9 - Outstanding10 - Exceptional
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martin brown
Not answering the questions All the question parts
Bid TrapsHow to deselect yourself
You don’t get points for blanks
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martin brown
No or little Evidence
Riding on 'others' Evidence
Bid TrapsHow to deselect yourself
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martin brown
Evidence Evidence Evidence
Anecdotal ComprehensiveQuestionable Believable Compelling
Winners articulate evidence
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martin brown
Questionable Response
Bid TrapsHow to deselect yourself
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martin brown
Poorly Structured Response
Bid TrapsHow to deselect yourself
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martin brown
Not a team Response
Bid TrapsHow to deselect yourself
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martin brown
Too Long
Too Short
Word Limits
Bid TrapsHow to deselect yourself
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martin brown
Difficult to navigate
Hard to read
Not easy for assessor
Bid TrapsHow to deselect yourself
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martin brown
Familiarity
Bid TrapsHow to deselect yourself
Don’t Assume
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martin brown
Copy Cat
Copied from other bids
Copied from websites
Bid TrapsHow to deselect yourself
t: @fairsnape
martin brown
No Independent Review
Silly Errors
Bid TrapsHow to deselect yourself
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martin brown
Interviews and Presentations
Throwing it away at the end
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martin brown
Overall
Subject Areas
Questions
… over last 5 PQQ’s ?Review - Trends
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martin brown
Review - SWOT
No CSR StrategyNo Sub Contractor Input
Measured CO2Top score on ‘people’
Client insight to CSR (localism)Client wants to understand our CO2 calc
Our S/C writing for competitor bidsBad publicity on current job for client
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martin brown
Improve Practice
Improve Best Practice Capture
Improve Articulation
Improve Submission
Act Improving Future Bids
t: @fairsnape
martin brown
Act - Visibility
Who is amplifying your message
Who is damaging your image
t: @fairsnape
martin brown
Do you +ZAP energy
Do you -SAP energyOr
Do your bids inspire?
Are your bids hard work?
Using
social media
In bidding
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martin brown
Keeping Informed
Being Visible
Conversations that lead to Relationships
Innovate
Collaborative Bid writing
Winning Work
Why use social media
“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”
t: @fairsnape
martin brown
Web Project Sheets Links to
Building / Facilities websiteInnovative solutionsClient websiteContractor websiteSupply Chain linksProject Blogs + ImagesGoogle Maps
QR Code (for accessing online info from printed version)
AllowFeedbackRSS Sharing onwards
Make project sheets come alive again
What is your response to social media? What is your Clients?
t: @fairsnape
martin browne:
Support Sessions:
Wining WorkGreen Deal
Construction ImprovementSustainability and CSR
Understanding Social Media
