bid management

Delegates will learn
  • How to play a more active role in the Client Engagement Roadmap
  • How to identify the key players in the buyer network
  • How to understand buyer motivation
  • How to use Account Plans to aid bid reviews and bid management
  • How to qualify opportunities
  • How to understand customer wants and needs
  • How to build solutions jointly with the client
  • How to build a winning business case
  • How to review contractual terms & conditions
  • How to manage cross cultural team and client situations
  • How to manage customer relationships
Style

This is a 3-day workshop with a mix of discussion and practical work that will provide delegates with the opportunity to practice the skills learned.  A telecommunications outsourcing case study is used to allow delegates to experience all stages of the bid process in a low-risk environment.

Target audience

Sales staff, bid team members, technical architects and solution architects

Topics

SETTING THE SCENE

  • Introduction
  • The importance of an effective bid process to your business
  • Customer expectations defined
  • Lifetime values of a customer
  • Role of the bid team (as-is and to-be models defined)
  • Skills and personal attributes required
  • Personal assessment

THE CLIENT ENGAGEMENT ROADMAP

  • Anatomy of a bid
  • Client Engagement Roadmap overview
  • Knowing your client

USING ACCOUNT PLANS

  • What is an Account Plan?
  • Why have Account Plans?
  • Using business profiles
  • Conducting a positional analysis
  • Developing account strategies
  • Contents of the account plan

QUALIFYING OPPORTUNITIES

  • Where opportunities come from
  • Building buyer relationships
  • Buyer network roles
  • Client benefits and intent to spend
  • Evaluating the opportunity
  • Using an Opportunity RACI Matrix
  • Developing Pursuit Plans

DEFINING CUSTOMER NEEDS

  • Wants versus needs
  • Understanding the client’s motivation to buy
  • Planning for gathering client requirements
  • Effective questioning techniques
  • Modelling client requirements using Ishikawa Diagrams
  • Establishing information, processing and volume needs
  • Crafting high-level solutions
  • Problem-solving workshops
  • Selecting “best fit” solutions
  • Deal risk management
  • GO/NO GO decisions
  • Extending buyer relationships

CREATIVE SOLUTIONEERING

  • Defining the technical solution
  • Establishing the selling approach
  • Solution workshops
  • Decision making matrix
  • Brainstorming
  • Bid control processes
  • Gaining buyer commitment

BUILDING PROPOSALS

  • Proposal planning
  • Internal validation
  • Building the business case
  • Writing winning proposals
  • Presenting to customers
  • Making the sale stick

CONTRACT REVIEW

  • Setting up contracts
  • Validating client’s contracts
  • The 10 contract commandments
  • Negotiating success
  • Win / Loss analysis

SUMMARY & CONCLUSION

  • Key learning points
  • Action planning