Ten Slides in Ten Minutes - Bid Management versus Project Management
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Transcript of Ten Slides in Ten Minutes - Bid Management versus Project Management
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S S Ten Slides in Ten Minutes: Bid Management versus Project Management [Capturing the Hearts and Minds of Prospects & Clients]
Presented by:
Bill Graham CP.APMP
June, 2014
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Craft Proposal Client Adjudication Identify Qualify Delivery Submit
The Client Engagement Process needs to be Robust
• 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
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Underpinned by a Virtual Team
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Bid Management is a process in the Sales Phase of the Service Delivery Life Cycle
Prospecting Lead
Generation Qualification
Scope Solution &
Services
Submission/Bid Crafting
Submission to Client
Bid Management
Account Management
Sales
Product Development & Commercialisation encompasses all aspects of the business
Sales Operations supports the complete Sales Phase
Solution Architecture
Products
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Multiple Business Units are involved in Bids
Legal
Finance
MSA, T&Cs Schedules, Regulatory Tax advice
P&L Review/s Tax implications
Review Gate Review Gate Review Gate Review Gate
Content providers are resources from various organisational units – creating a Virtual Bid Team
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A Bid Manager Liaises with many Units of an Organisation
Sales [incl. AM]
Solution/s Architecture
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
Technical Solution
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Note: The actual matrix will depend on each organisation and their internal structures
Underpinned by professional ‘Project Management Style’ Tracking
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Major Differences between Bid Management & Project Management
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Bid Manager: A professional resource capable of playing many of the roles required during a bid: Capture Manager, Proposal Manager, Bid Support, Bid Assurance, QA, Reviewer etc.:
• Relevant Bid Strategy & Capture Plan [Developed from the Account Plan] • Bid Control Plan [Crafting and Management thereof] • Resonating Win Themes / Golden Thread [Developed across the Submission Content] • Validating that the solution supports the Client’s Business Strategy/Imperatives • Building track record • Relevant reviews/sign-offs • Professional packaging • Timeous submission • Focuses on the crafting of Client Resonating Content
Project Manager: A professional resource who is responsible for the planning, organisation, resource management and discipline pertaining to the successful completion of a specific project or objective:
• Focuses on an Action Tracker [Typically MS-Project – Gantt Chart] • Focuses on Deliverables [ticks the boxes and escalates] • Does not focus on the actual content – rather the delivery of content etc.
On time, within budget
On time, within budget
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These reviews are designed to help select the right opportunities to bid, confirm win strategies, address proposal and performance risk, and support development of high quality, winning proposals.
Source: Shipley Associates
• Purple Team: Assesses the probability of winning (Pwin) and alignment with organisational goals
• Blue Team #1: Reviews initial capture strategy and capture plan
• Black Hat Team: Predicts competitors’ solutions
• Blue Team #2: Reviews updated capture plan and solution set
• Pink Team: Reviews storyboards and mock-ups to confirm solution set and to validate
proposal strategy
• Green Team: Reviews cost/price solution
• Red Team: Reviews final proposal draft—including price—to predict how the customer will score
the proposal
• Gold Team: Approves final proposal and price
: Compiles lessons learned from capture planning through proposal development to
contract award
Professional Sales Organisations Support ‘Formal Reviews’
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Reviews are Organised/Managed/Facilitated by the Bid Manager
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Factual knowledge is an
imperative
Internal politics is self-
destructing
Know your real competition
Relationships are key to successful engagements
Higher profitable opportunities, the
higher the investment
Merely Answering Client Questions will not a Winning Submission make…
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Use intensive analytics to determine the correct growth strategies and territories [qualified opportunities]
Flatten the organisational structures as much as reasonably possible [rapid relevant structures for decision-making]
Move everything possible to a national level - with global ‘virtual’ teams [obtain national value and leverage globally]
Be aware of belief systems and allow for ‘all user/s’ interaction [spread the decision-making to the correct entities]
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* Indicates support & structures required to ensure development of winning submissions
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Project Management is Key to the Professional Delivery of the Solution
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• Once the bid has been won – and the contract signed – the Project Manager takes over the delivery (sometimes called ‘Build’) phase of the project
• For large complex bids, it is good practice to have the Project Manager involved during the bid phase so that ‘full alignment & continuity’ is achieved.
Many and diverse Bid Team members are necessary for ‘Success’
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The Bid Manager is like a Conductor
of an orchestra. He may be able to
play particular instruments but he’s
actually there to pull all of the inputs
together to create a wonderful piece
of “professional music”.
The Bid Manager is a Maestro.
The Bid Manager is NOT merely an
administrator !
Summary: The Bid Manager is the Key Focal Point for Bids
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For best results the Bid Manager functions alongside the Sales Operations function.
A Bid Manager is a fundamental
necessity for large, complex, strategic
opportunities.