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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.

All that said, many people are still unclear as to what the fundamental role of the bid manager is within the team. The best managers work seamlessly, making it at times difficult to see how their input carries through to a successful win. The following criteria mark out the key bid management skills of the effective bid manager, drawing attention to their strengths and talents when it comes to managing their team, running bids smoothly, and bringing all the disparate elements of the tender process effectively together.

Organisational skills
Bid managers need to be nothing if not organised. While the bid management role does not carry specific requirements for certain academic qualifications, a degree demonstrates the ability to undertake large projects and meet deadlines, and most bid managers possess one, regardless of the preferred subject.

Great bid managers are outstanding at bringing stakeholders and content suppliers together, excelling at relationship management and persuasion. They are often in a position whereby they have to oversee a number of different processes running concurrently, and poor organisational skills would leave the bid team uncertain as to what their next move should be on a tender.

By planning ahead and being aware of all the different factors which need to be brought together (including timescales, stakeholders, the bid team and the collation of content), the best bid managers seem to have an inherent knack for keeping abreast of new developments, co-ordinating the different elements of a bid, and bringing it all together for a successful win.

Data tracking and monitoring
Bid writing focuses upon details. The ability to pull different segments of a tender together relies upon the capability to track data throughout its lifecycle, and know when to bring information in, and when to exclude it, from the overall process.

Meeting deadlines
Delivering the bid on time can make the difference between winning a contract, and being relegated to the slush pile for recycling. The ability to set personal deadlines is a fundamental quality of the effective bid manager, and this skill transmits across the entire proposal process. If the bid manager is in control and has an established plan which incorporates key milestones and production times, the rest of the bid team will follow.

Relationship management
The best bid managers have the ability to draw upon a wide range of amenable contacts both within their organisation and externally. Professionalism, friendliness and a strong negotiation and influencing capability mark out the best bid managers, enabling them to elicit material, liaise with a wide range of stakeholders, and be on great teams with everyone who has an input to the proposal process.

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.

Read More >>

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.

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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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