|
Purpose
We often hear that the world is increasingly competitive. Customers and prospective customers are forever seeking that little extra to make them better than the rest. When it comes to procurement it often means that they demand proposals are returned in ever reducing timescales. Responding in time can compromise not only the quality of the proposal but the profitability of the solution. Responding late will compromise win chance.
Outperform provides a proven workshop to help address this dilemma. The Bid Strategy Workshop is a facilitated event designed to demystify a sales opportunity such that the bid proceeds from a position of clarity and unity.
The first purpose of the workshop is to gather and analyse what your organisation collectively knows about the opportunity in order to formulate a strategy to maximise your ability to win. The workshop will define the strategy to deliver an acceptable price with acceptable risks and liabilities.
A good strategy is of little value if there is not a robust and committed plan to go with it. Therefore, the second purpose of the workshop is to construct a realistic bid plan using the resources you have available.
Service Details
The Bid Strategy Workshop will be carried out by an experienced Bid Manager with a good record of winning complex deals. The service is delivered in three phases:
Preparation
The Outperform consultant will meet or make contact with the Primary Sales Contact to gain an understanding of the client’s requirement, your relationship with the buyer network, competition, perceived issues or risks and the sales objective.
The consultant will then identify who needs to participate at the workshop, determine when and where it should take place, the specific objectives for the workshop and prepare and issue a workshop brief to all the participants.
Delivery
The Outperform consultant will facilitate a 1-day workshop using sales analysis tools and team decision making techniques. The output from the workshop will be sufficient information in order to produce:
· An understanding of customer requirements
· An agreement on the sales objective
· The win strategy
· Initial risk analysis
· Bid plan
The Outperform consultant will document the output from the workshop. The outputs are methodology neutral and, if agreed in advance, can be formulated to fit with your organisation’s sales documents (e.g. TAS Opportunity Plan).
Support
The amount of support needed during of the course of a bid will vary from opportunity to opportunity. The Bid Strategy Workshop service includes one follow-up facilitated status review with the key bid personnel to ensure that the bid is still on plan and that the strategy is still valid. Additional status reviews, mentoring and specialist workshops can be provided if required.
Benefits
The Bid Strategy Workshop will enable your organisation to:
· Increase the clarity and unity of the bid strategy
· Decrease bid costs whilst increasing win chance
· Win better contracts
Deliverables
1) Workshop Brief and Workshop Notes (Customer Requirements Definition, Sales Objective, Win Strategy, Initial Risk Analysis, Bid Plan)
2) Status Review Brief and Status Review Minutes
|