By Harold Lewis
A realistic consultant to profitable contracts and investment via aggressive bids, tenders and suggestions. utilizing examples and checklists, it explains how you can create bids which are extraordinary in either technical caliber and price for cash.
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Extra resources for Bids, Tenders and Proposals: Winning Business Through Best Practice
If you work on your own and write straightforward bids that mostly take the form of a letter, the task of bid management may involve only keeping a clear head about the way you use your time, structure information and deal with business documents. Your chief concerns will be to make sure that: • your assumptions about the effort the work will require and the price that will make your bid competitive are correct; • the bid appears a presentable document; • it is submitted by the deadline. Chapter 8: Managing the Bid 43 44 Chapter 8: Managing the Bid When you have to coordinate material from other professionals as well as writing your own input and at the same time keeping fee-earning work going, or if the bid is likely to be a complex document, it becomes clear that bid preparation is a procedure needing to be managed as strategically as any other business activity.
There will then be the temptation for the client to look at price not quality. • Has the client said how the bids will be evaluated? Will the client use an evaluation procedure with which you are familiar? • If you know the identity of your competitors, how do your strengths and weaknesses compare with theirs? Are you or is anyone else a clear front-runner? Does a competitor have a particularly close relationship with the client? Conversely, even though you may be facing an entrenched competitor, is there evidence that the client may want to take on new advisers who can offer a fresh approach?
In some contexts this meeting would be called a 'brainstorming' session - a term that needs to be thought about, since the consequence of a storm can sometimes be a washout. Copies of client documentation and related information should be circulated in advance to those taking part. Points that can usefully be discussed at this meeting include: • the programme for developing, writing, editing and producing the bid; • special requirements arising from the bid specification and instructions to tenderers; Chapter 8: Managing the Bid 45 46 Chapter 8: Managing the Bid • the bid team structure and options for association or partnership; • writing and editing responsibilities; • arrangements for visits and meetings with the client, if appropriate; • pointers from marketing research and other background information; • the format and structure of the bid; • strategies for the bid approach; • preparation and coordination of CVs, project experience summaries and other basic material; • style and presentation of inputs to the text; • design ideas for the bid; • basic cost and pricing assumptions for the financial information in the bid.