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Bid Management – Working out when to bid

In a busy bid environment, many companies can find themselves besieged by invitations to tender from all of their customers. With most of us only having finite resource on hand to respond to tender requests, it can be difficult to decide which of the many opportunities we should be responding to. Part of the bid management process is considering how best to allocate resource can be difficult, as the criteria for going for a particular bid does not always come down to the financial rewards available.

Establishing the validity of an invitation to tender
Other factors in the decision-making process can involve deciding whether the invitation is actually viable. Unfortunately, some organisations are forced to put contracts out to tender, even when they are already decided which provider they will be running with. Unless you can identify viable propositions, you run the risk of wasting valuable resource in your bid team going through the motions and responding needlessly.

You usually have an idea of how viable a proposition is by talking to the customer.
They will be able to give you an indication of what your chances are success are, and it is then up to you to use your judgment to decide whether or not to bid, based upon their feedback.

Can you provide all the required services?
Once you have decided that the proposition is worth bidding for, you also need to consider whether you as an organisation can meet the demands of the contract. It can sometimes be easy to promise everything that is asked for by the client, but there are times when winning can come as a surprise, catching your business off guard and resulting in a panic of activity as you try and meet the promises which you made within your bid response. Can you meet the needs of the tender? Do you have the financial resources, time and organisational processes in place to meet them? If not, you are better off not bidding.

How to politely say no
Declining an invitation to tender is easier than it may sound. Rather than simply ignoring the invitation, the best thing to do is contact the customer and explain that while you want to work with them in future, you don’t feel that you will be able to do an outstanding job on the current contract. Having said that, you would welcome the opportunity of being given future chances to pitch for work. By declining in this way, you save resources, and also show the customer that you will only bid for opportunities if you are fully able to do an outstanding job.

Bid Management Articles

The bid manager’s guide to work/life balance (2)

You know the feeling – you have eight bids on the go, all due by the end of the week. Cold coffee is the main thing you can sense, other than the extreme exhaustion that renders you almost incapable of making decisions. You can’t remember when you saw your family last, and all they have seen of you over t he past few weeks is a snappy, exhausted person who comes through the door late at night, kicks off their shoes and grabs some sleep before heading back to the office for six a.m.

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Understanding the bid management process

Storyboarding, stakeholder engagement, content collation, competitor analysis…there are so many elements to the bid management role that it can be easy to become overwhelmed when it comes to pulling together an outstanding proposal for your organisation. Although the bid management process can vary from company to company, essentially the guidelines and methodology behind the creation of bids are based upon a universally-agreed best practice model.

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The bid manager’s guide to work/life balance

You know the feeling – you have eight bids on the go, all due by the end of the week. Cold coffee is the main thing you can sense, other than the extreme exhaustion that renders you almost incapable of making decisions. You can’t remember when you saw your family last, and all they have seen of you over t he past few weeks is a snappy, exhausted person who comes through the door late at night, kicks off their shoes and grabs some sleep before heading back to the office for six a.m.

Read More >>

The Bid Manager’s guide to quoting for a tender

One of the toughest decisions for any bid management team or bid writer is establishing an accurate and effective pricing strategy. More than ever in today’s economic climate, organisations are considering the efficacy of bid responses with a strong focus upon pricing, as budgets tend to be tight and everyone is seeking maximum value for minimum cost.

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The bid manager’s guide to pricing your products and services

One of the most common things which any bid manager will hear, upon requesting feedback on why a bid failed, is ‘We made a decision based upon price’. While this may be simply an excuse in some cases, as a way of avoiding going in to an in-depth discussion relating to the evaluation process, it could also be the truth for many bids.

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The benefits of public sector opportunities for bid managers

The public sector spends a huge amount each year and is always looking for new suppliers. This is great news for organisations looking to increase their customer base and generate further revenue through the pursual of public sector opportunities. No matter what size your organisation is, it’s definitely worth trying to win bids within this sector, as there are a wealth of opportunities if you develop a compelling document.

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Delivering your bid on time: The bid manager’s guide

Let’s be honest. Which of us bid managers haven’t found ourselves up against the wall, timewise, when it comes to getting a proposal document to our customer on time? With the best possible preparation, anticipation of risks and milestone mapping, we all of us have times as bid managers when we are forced to go all out to deliver a compliant bid at the last minute.

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Bid management basics

Bid management is a thriving profession, with more and more organisations realising the benefits of procuring sales through an effective and efficient bid team. Supporting the bid writer to produce compliant and compelling documents, and liaising with the sales force, the bid manager role carries a wealth of challenges when it comes to co-ordinating the overall tender process and working to procure winning contracts on behalf of the company.

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Bid Management – Working out when to bid

In a busy bid environment, many companies can find themselves besieged by invitations to tender from all of their customers. With most of us only having finite resource on hand to respond to tender requests, it can be difficult to decide which of the many opportunities we should be responding to. Part of the bid management process is considering how best to allocate resource can be difficult, as the criteria for going for a particular bid does not always come down to the financial rewards available.

Read More >>

Bid Management – Mapping the sales process

Bid managers and bid writers know that if your bid management process has an ineffective sales process component, it can result in a huge amount of dithering and procrastination before your organisation can reach a bid/no bid decision. Having a well-understood and established sales process map as part of your bid management process ensures that the right people are engaged with the activities from the outset.

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Bid Management – Knowledge management for bid writers

Bid Management. In any organisation, there is a wealth of information being passed around, shared, utilised or archived, every day. Each team within a company has a specific specialism, and the people who work within the team are experts in their particular niche of the organisation’s overall function. This means that on any given day, thousands of words, images and concepts are bandied around, to be picked up by people and used, or simply filed away for future reference.

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