Bid write presentation engineers australia & spe 7 feb12-1
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Transcript of Bid write presentation engineers australia & spe 7 feb12-1
The EPCM of Tender Writing:gHow Engineers can successfully build compelling & persuasive bids...
WA Oil & Gas Facilities Group(a co-venture between Engineers Australia(a co venture between Engineers Australia and the Society of Petroleum Engineers)
Whilst this presentation is based on actual pevents from real live bids, the names of people and details of stories portrayed in these slides and details of stories portrayed in these slides may have been altered to protect the innocent. Any similarity to real people, live or otherwise, is unintentional and purely coincidental The is unintentional and purely coincidental. The presenter is hereby indemnified against any direct or consequential loss of any kind associated with giving this presentation associated with giving this presentation.
W ’ j t h i We’re just having j ga little fun so a little fun, so ddon’t sue us!
Tom Tom Sales Manager
Yoda HR ManagerHR Manager
Judy yContracts Lawyer
DonAccountantAccountant
Doc LogicalLogicalDoc Engineer
LogicalLogicalDetailedDetailedDetailedDetailed
TechnicalTechnicalHardworkingHardworkingHardworkingHardworkingGreat Writer?Great Writer?Great Writer?Great Writer?
E lEarly Positioning
We know this bid is good odds – We are against a
We’ve done exactly this typeis good odds
there are less than 4 competitors...
“liked” incumbent, so let’s pass on
this one...
exactly this type of work in this
industry before...
There’ll be other We helped the bids - we have
too much else on right now...
client write the scope for this
bid...
We’ve been working on this
g
This bid is in theworking on this opportunity long before the RFT
l d
This bid is in the top 3 on my
sales funnel – it’s strategicwas released strategic
There are only 20 other bidders This tender is ourother bidders.
Awesome! Better than lotto odds...
How come this spec looks like our competitor
This tender is our ticket to this new
industry...
10 years as the
our competitor wrote it!
incumbent? It must be time for a
change!
Was that a Request for
g
This bid isqTender that just landed on my
desk?
This bid is “strategic” – I’ll
add it to my sales funneldesk? sales funnel...
Some facts about liked incumbents:Some facts about liked incumbents:
Good client relationshipsp
Know the scopep
Can often influence the outcome
Win 66% of the time
Think t ice before bidding against them!Think twice before bidding against them!
Skills engineers have that will help win bids? g p
Planning: Success occurs before the RFT Planning: Success occurs before the RFT
Risk: The “liked” incumbent mostly wins
Logic: Sometimes you need to say no
PersuasionPersuasion
The Executive Summary will contain We need to be sureSummary will contain our key win themes and client benefits.
We need to be sure we analyse our competitors and
ghost their strengthsWe write a cover
Persuasion is not
ghost their strengthsWe write a cover letter with every bid we submit...
Persuasion is not “sales fluff” and can really make a difference...
The bid is all about our client, so make sure we
talk benefits...Proposals need to be clear, well
written andwritten and compelling
Put our company Competitors? Weprofile in as the
Executive Summary!
Competitors? We don’t need to worry about
h !
All that sales fluff
ythem!They don’t ask
for a cover letter so why give them All that sales fluff
is nonsense. Just give them a
so why give them one?
cheap price!
Make sure you tell them how great we are
No-one reads tenders – so why make it easier tomake it easier to
follow
How content is presented can influence key p ytake‐away messages. This is because content is obviously very important but it needs to be obviously very important but it needs to be presented well to gain attention. Different presentation of content can change emphasis, determine what is read and when and can determine what is read and when, and can highlight key messages. To get the right balance of key messages and technical detail, content and presentation must be considered together and presentation must be considered together.
Content: obviously very important y y p
Presentation: changes emphasis, determines what is read & when, highlights key messages
B l t t d t ti f k Balance: content and presentation of key messages / technical detail must be balancedg
How content is How content is presented can influence key take‐away messages
Skills engineers have that will help win bids? g p
Argument / Win: Develop a good strategy Argument / Win: Develop a good strategy
Persistent: Repeat the message
Brief: Bullets and tables are great
CCompliance
Read the whole bid to make sure we’ve ticked all
the boxes...Let’s aim to
b it it ll
Let’s answer allthe questions
d i th d submit it well before the deadline...
and in the order they have asked
But, we do understand the li t th i
If they ask for it we should
client so there is some leeway on
compliance
provide it in our submission...
Just fill in the price schedule –
that’s the only important bit... So we’re an hour
l t ’ h
It doesn’t matter if we miss a few
ti it’p
late – we’re such a great company it won’t matter...
questions – it’s all just waffle
No one will really care if I break a
Just find our last l d care if I break a
few minor rules...proposal and
change the client name...
S h i it OK t b d th l ?So when is it OK to bend the rules?
Speed limits?
Meeting starts?
RFT questions?q
“Provide your contract quality plan.”Provide your contract quality plan.
1. Provide it post award1. Provide it post award
2. Previous example2. Previous example
3. Suggested TOC3. Suggested TOC
4. Tailored draft plan4. Tailored draft plan
Skills engineers have that will help win bids? g p
Process: Good at following instructions Process: Good at following instructions
Detailed: Find all requirements in the RFT
Drafts: Good at presenting drafts
MMoney (Price Strategy)
We must be inWe must be in the ballpark to be
competitive Price exactly as th d
I don’t understand all the pricing t bl l t’ per the spec and
give options for more choice
tables, so let’s seek clarification
I need to price profitably for a
This is just a budget quote, so
sustainable business
let’s not spend much time
The lowest price always wins -let’s drop our
pants to win this! We need to put thi
I don’t understand the pricing, so just guess p
everything wewant into the
price...
pricing, so just guess and add 20%...
This bid is strategic – let’s
A budget quote? I want to see full strategic let s
go in below cost!cost justification anyway...
Who doesn’t own an i‐something?Who doesn t own an i something?
Australia’s cheapest cars in 2010:‐ Proton S16‐ Proton S16‐Hyundai Getzy‐ Kia Rio
Options vs alternativesOptions vs alternatives
Skills engineers have that will help win bids? g p
Hard Workers: Don’t want to give $$ awayg y
Fit for Purpose: Give them what they wantp y
Great designers: Provide optionsGreat designers: Provide options
Smart: Know the client and price Smart: Know the client and price accordingly
1. Early Positioning
2. Persuasion
C li3. Compliance
4. Money (Price Strategy)y gy
A i ti f P lAssociation of Proposal Management ProfessionalsManagement Professionals
www apmp orgwww.apmp.org
www.bidwrite.com.au