Insights to actions of winning bids

Agenda

Why companies fail to win bids?

What makes a bid win?

Approach to preparing a winning bid

Do’s and don’ts of bid preparation

1

2

3

4

Boilerplate content

Why companies fail to win bids?

Non-compliancePost due-date

No client relationship

No understanding of client needs and business

Not addressing ‘How’Big picture; no details

w/o proof reading or quality assurance

Marketing/selling instead of focusing on solution

Post proposal analysis

What makes a winning proposal?

….Writing proposals to win contracts and hearts,

does not require hard work, it requires smart work”

A proposal should be…

Compellingvalue proposition

Concisekey messages

Presentablestructure

Provencredentials

Persuasivesolution

Compliantcustomer responses

Our 3C3PT framework

covers all the critical

elements of a

proposal that ensures

our customer’s win

The approach…

Three important stages of bidding…

Pre-Proposal Positioning

• Build customer relationship

• Know your competitors

• Bid/ No-bid

Proposal /Bid Preparation

• Bid Plan, Win themes

• Proposal preparation and finalization

• Review and submission

Post-Proposal Analysis

• Internal evaluation

• Customer interviews

“Know your customers and build relationship with them”

“If you wish to persuade me, you must think my thoughts, feel my feelings and speak my words”

Pre-proposal positioning

When a bid releases, most important is to…

…Choose the ‘RIGHT’ opportunity…

• Do we want to win?• Can we win?• How do we win?

Sample Bid/ No-Bid checklist

Planning the Bid team

Kick-off meeting/ Bid Strategy

Make a bid plan

Develop content, design and layout

Review and sign-off

Proposal preparation

Plan the bid

AssignTeam

Bid Manager

Architect

Reviewers

ContributorsProof reader

Win Themes

Develop Strategies

Review and proofread

Bid Plan should have…

• Important bid dates

• Submission instructions

• Roles and responsibilities

• Internal due dates – first draft, review

• Evaluation criteria

• Compliance matrix

… backed by a Bid Strategy…

• How to clear doubts regarding scope?

• What to propose?• How to prove we

are competent?• Who can testify?• What will be our

‘win themes’• Can we show a

sample?

Design layout and content…

• Develop top level outline• Table of content

• Add detailed structure • Which case studies, references, resumes, etc.

• Detailed design Layout, content

• Annotate your outline – map win themes to outline

Review cycle and sign-off

• Review at regular intervals (pink, red, golden teams)

• Appointed person should sign-off the proposal

Always evaluate the bid post submission

• Build relationship with client

• Analyze the bid for go/no-go decision

• Develop the win themes/differentiators

• Plan the bid and hold kick-off meeting

• Use compliance matrix and proposal worksheet

• Follow RFP instructions and comply to them

• Address weakness/vulnerabilities

• Focus on client, not your company

• Structure your proposal well

• Address both hard (technical design, skill) and soft solution (adaptability, thought leadership)

• Use infographics and sample mock-ups

• Present key information for client to skim

• Use clear example and statistics

• Leave room for negotiation

• Never bid for proposals you cannot win

• Avoid using boilerplate content specially for executive summary

• Never trust only the RFP, initiate dialogue with client

• Don’t over commit or make claims without facts

• Never start without a plan/win theme

• Don’t dilute the proposal with too much text without information to skim

• Don’t sell, instead serve

• Don’t miss the element of communication/relationship

• Never miss the due date

• Don’t deviate from the client requirements

Do’s and dont’s of bid preparation

About

Infission help IT companies winningmore proposals, saving 30% of bidcost and increasing 40% of win rate.

We offer..

Bid Management

Bid Strategy

Bid Writing

Bid Graphics

IT Solutions

Sales Support

Tender Sourcing

Marketing Collaterals

Value Engineering

Proof of Concepts

Market Intelligence

Company profiling

Win Loss Analysis

CompetitiveAnalysis

Pricing Analysis

Knowledge Management

Repository Management

Reusable components

Secondary research

Staffing Services

Bid Manager

Creative Designer

Business Analyst

Content Writer

Thank You !Time for Questions.

For Proof of Concept, please contact:

Business Manager

consult@Infission.com

Ph: +1-646-586-9293 (102)

Skype – infission

www.infission.com

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