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Bidimprove[2]

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Bjukes

The document discusses ways to improve a company's bidding success ratio. It recommends developing an effective business strategy, understanding one's strengths and the client's needs, and making data-driven "bid/no bid" decisions. Tools and strategies are presented to help reduce bidding costs, better target relevant opportunities, and increase market share through more successful bids. The key is to understand each client's specific problems and desired outcomes in order to propose the ideal customized solution.

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Improving the win Ratio Winning the Quality Points Brian Jukes Business Fix Ltd
Winning the Quality Points More successful bidding processes more work less effort Tools to reduce the cost of bidding and raise your success ratio to 1:3 Involved with procurement since 1980 and an industry marketing expert Helped clients win over 贈2bn of contracts in last 5 years As a direct result of the support offered, we have increased our market share from c.35% to an estimated 60% at the startof this year. Gordon Lindsay, Projects Director, Scott Wilson Railways
6 key elements Effective business / marketing strategy A clear market position for your business Understand your success factors Realistic bid / no-bid decisions Understand your clients problems and needs Make your documents relevant to each client & their project
Bid / no-bid Decisions Man who chases 2 pigs catches neither of them! Chinese proverb
Why Bid / No Bid Better use of resources Saves money More effort dedicated to relevant bids More wins Builds credibility
Why bid / no bid 3 failed to provide the requested financial information 4 did not detail available resources 4 had an annual turnover significantly less than the estimated value of a 3 month contract 19 failed to demonstrate experience in at least one key area 3 failed to demonstrate any experience relative to the contract
Survey of Bidding Costs (Reading University) Small to Medium 40 Hours (贈100/hr) 贈4000 Win Rate 1:6 Internal cost to win a project 贈24,000 Medium to Large 136 Hours (贈81/hr) 贈11,000 Win Rate 1:5 Internal cost to win a project 贈55,000
Cost of bid Opportunity cost Formal meeting Look at fit to the business Team available to prepare and manage bid Look at relationships do you have any? Do you understand the clients decision making process? If in doubt go with your instinct Decision making
What do you need to make Bid / No-bid Decisions Pre-bid discussions Understanding clients business Assess the project fit to your business Overall strategy Type of work you want People you want to work with Match to success factors Which jobs go best
What then? If no contact client and offer suitable explanation If Yes Manage the process for success Identify the clients real needs Create value for the client It is a project, manage it that way
Understand your clients problems and needs
Time spent bidding Extract from True cost of competitive bidding W Hughes Univ. of Reading
Who Does This? Start with the company history Use your name at the start of paragraphs Add all available material just in case it is relevant Include company statements without showing why they are relevant Offering a commodity service same as the next guy
Understanding Clients problems and needs Develop a relationship What is the clients problem or need Use so what 5 times Express it in their terms Why is it a problem What outcomes do they want Which outcome has highest priority Identify clients personal risks
Seven Key Questions What is the clients problem? Why is it a problem? What objectives for a successful solution? Order of importance for objectives? How can we solve the clients problem? Outcomes for each solution? Which one is best?
Why did you not win? Winner was too cheap They moved the goalposts They were always going to choose them We didnt want this job anyway They remember the Courthouse job The client didnt know what they wanted Muggins turn
Why did we not win We were the same as the others Our bid missed the mark We didnt establish credibility We didnt really know what they wanted We didnt understand the client We failed to manage the process We didnt offer anything different
Customer need Recommend an Ideal Solution How we can deliver Why us Persuasive Paradigm Tom Sant Sant Corporation 1 2 3 4 Make your proposal relevant to each client and each situation
Improving the win Ratio Winning the Quality Points Brian Jukes Business Fix

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Bidimprove[2]

  • 1. Improving the win Ratio Winning the Quality Points Brian Jukes Business Fix Ltd
  • 2. Winning the Quality Points More successful bidding processes more work less effort Tools to reduce the cost of bidding and raise your success ratio to 1:3 Involved with procurement since 1980 and an industry marketing expert Helped clients win over 贈2bn of contracts in last 5 years As a direct result of the support offered, we have increased our market share from c.35% to an estimated 60% at the startof this year. Gordon Lindsay, Projects Director, Scott Wilson Railways
  • 3. 6 key elements Effective business / marketing strategy A clear market position for your business Understand your success factors Realistic bid / no-bid decisions Understand your clients problems and needs Make your documents relevant to each client & their project
  • 4. Bid / no-bid Decisions Man who chases 2 pigs catches neither of them! Chinese proverb
  • 5. Why Bid / No Bid Better use of resources Saves money More effort dedicated to relevant bids More wins Builds credibility
  • 6. Why bid / no bid 3 failed to provide the requested financial information 4 did not detail available resources 4 had an annual turnover significantly less than the estimated value of a 3 month contract 19 failed to demonstrate experience in at least one key area 3 failed to demonstrate any experience relative to the contract
  • 7. Survey of Bidding Costs (Reading University) Small to Medium 40 Hours (贈100/hr) 贈4000 Win Rate 1:6 Internal cost to win a project 贈24,000 Medium to Large 136 Hours (贈81/hr) 贈11,000 Win Rate 1:5 Internal cost to win a project 贈55,000
  • 8. Cost of bid Opportunity cost Formal meeting Look at fit to the business Team available to prepare and manage bid Look at relationships do you have any? Do you understand the clients decision making process? If in doubt go with your instinct Decision making
  • 9. What do you need to make Bid / No-bid Decisions Pre-bid discussions Understanding clients business Assess the project fit to your business Overall strategy Type of work you want People you want to work with Match to success factors Which jobs go best
  • 10. What then? If no contact client and offer suitable explanation If Yes Manage the process for success Identify the clients real needs Create value for the client It is a project, manage it that way
  • 11. Understand your clients problems and needs
  • 12. Time spent bidding Extract from True cost of competitive bidding W Hughes Univ. of Reading
  • 13. Who Does This? Start with the company history Use your name at the start of paragraphs Add all available material just in case it is relevant Include company statements without showing why they are relevant Offering a commodity service same as the next guy
  • 14. Understanding Clients problems and needs Develop a relationship What is the clients problem or need Use so what 5 times Express it in their terms Why is it a problem What outcomes do they want Which outcome has highest priority Identify clients personal risks
  • 15. Seven Key Questions What is the clients problem? Why is it a problem? What objectives for a successful solution? Order of importance for objectives? How can we solve the clients problem? Outcomes for each solution? Which one is best?
  • 16. Why did you not win? Winner was too cheap They moved the goalposts They were always going to choose them We didnt want this job anyway They remember the Courthouse job The client didnt know what they wanted Muggins turn
  • 17. Why did we not win We were the same as the others Our bid missed the mark We didnt establish credibility We didnt really know what they wanted We didnt understand the client We failed to manage the process We didnt offer anything different
  • 18. Customer need Recommend an Ideal Solution How we can deliver Why us Persuasive Paradigm Tom Sant Sant Corporation 1 2 3 4 Make your proposal relevant to each client and each situation
  • 19. Improving the win Ratio Winning the Quality Points Brian Jukes Business Fix