Bid Management Training: Lesson No.1
It has been a while since the last blog, and I think it is fair to say that the business has had a bit of a make-over. Currently drawing inspiration from their new office in Melton Mowbray (Pork Pie capital of the world), Tenders-UK have welcomed two wide-eyed graduates onto the team, and I am pleased to inform you that I am one of them.
'Twas the bid before Christmas.
'Twas the bid before Christmas, and all through the place
Every writer was typing, trying to finish the race.
The folder were set up by the admin with care,
In hopes that bid package could be prepared.
Bid Managers: A Buyer's Guide
The whole world wants Bid Managers right now, or so it seems.
Thanks to some much needed government cash injections, there’s been peaks in demand for all kinds of bid people in a few sectors. Our phone has been ringing off the hook with people desperately seeking Mr (or Mrs) Right. Those calls fall into two broad categories:
Three Super-Powers You Didn`t Know You Have
Much like being Liam Neeson, creating bids takes a very particular set of skills. The more bids you create, the more refined those skills becomes. But not enough people take those skills out of the war-room and into the real world. You should, because in the real world those skills are like super-powers...
How to overcome the Matthew Effect
Incumbents have more advantages than you think, because the human mind is actually wired to prefer the familiar. This has been proven in a wide variety of settings from soft drink choice to teacher time-investment. Scientists call this the ‘Matthew Effect’ from the gospel verse which says:
How to win: Finding your ‘A-ha moment’
What it takes to win
It is almost impossible to say at the start of a bid, why you’re going to win. Winning requires immersion. You need to have a clear vision for the future in your mind, based on an understanding of what your project/ contract will achieve, including all of its intricacies, benefits, and problems.
You might have some of those ideas on day one, but they won’t be refined yet.
By the end of a bid (or ideally some time before) you should be able to say exactly why you’re going to win. It won’t be because of an accreditation, or your years of experience. It’ll be because of the ways you’ve tailored what you’re offering to the needs of that buyer. You’ll win because of the problems you’ll solve and the wonderful new opportunities you’ll bring.