The Bid Lifecycle
The Bid Phase
Sales Cus
Customer Requirement Identified: Is there a defined customer need? oing Requirtomer
On-g ccount e
Identi ment
& A ement
Is it a real or perceived need? ct Mana
g fied Op
ra l Pi port
nt wa pe un
Opportunity Pipelined: Do you have enough information about the client Co ene tegy PHASE
BID
lin ity
R tra ed
and competition to call out the opportunity? S
De ntra on &
Qu Bid o Go
Initial Qualification Bid Go-No Go: Is this good, profitable business?
liv ct
Ini ficat -
ali Go
ery
Co nsiti
tia ion
Can you provide a solution? Can you win it?
l
Tra
Bid Resource Allocation: Can you assemble a winning bid team?
Do you need external support?
Award
Resourcon
Allocati
Value Proposition Development: Can you articulate in a quantifiable WE PROVIDE
Bid
manner why your solution will meet or exceed the client’s requirements? SOLUTIONS
e
Marketing Strategy: Does your value proposition render in a visually
Negotia
THAT MAXIMISE
compelling and impactful way? Does it speak to the differing needs YOUR CHANCES
pment
Develo sition
of all decision makers?
Propo e
Valu
OF WINNING
n tio
Pre-Proposal Planning: Are you influencing the evaluators and tender
requirements? Could you draft a management summary at this stage?
Cla
rifi
ate ing
PQQ / RFI Submission: Do your team understand the importance
ca
gy
tio
Str rket
of this phase in the procurement cycle? Is your response a capability
ns
Ma
statement or a sales document detailing why you will win? Pr
es
PROPOSAL
PHASE
en
RFP / ITT Submission: Do you manage the RFP / ITT submission ta e- l
tio
ns Pr osa g
as a distinct project in parallel with the bid campaign? op in
Pr lann
RFP / P
/ PQQ
Presentations: Does your customer presentation clearly articulate the SubmITT RFI ion
issio is s
value proposition and win themes? Do you run a dress-rehearsal? n Subm
Clarifications: Are you using clarifications as a tactical and strategic
sales enabler? Do your questions serve your needs or the client’s?
Transition & Contract Delivery: Are the assumptions you made in the
Negotiation: Have you modelled the risks and financial impact of any RFP submission verified during the due diligence process? Is the impact
anticipated negotiation? Have you calculated your best and final offer? modelled for future bids?
Award: Do you have an opportunity handover / closure plan? Are Contract Renewal Strategy: Your ‘A-team’ won the original bid but do
lessons learnt formally fed back into the qualification process? you take the same approach with the re-bid? Is incumbent complacency
Do you celebrate? fully understood?
The Proposal Phase
Kick-Off: Do all key stakeholders and executive sponsors attend the Commercial Strategy: Is your clients view on ‘price versus value’
kick-off meeting? Do you ensure buy-in to the win strategy and key understood by key decision makers? Are you exploiting differences
milestones? in financial models and assumptions?
Win Strategy: Does your win strategy balance both internal factors Review & Approvals: Does your review team emulate the evaluation
and external competition? Is it fully understood by everyone contributing team? Are clear expectations set for reviewers?
to the proposal? Production & Delivery: Does your production plan have contingency
Storyboarding & Proposal Writing: Do you carefully plan the Executive built in? Have you considered outsourcing? If delivering electronically,
Summary, ensuring it provides a clear and concise summary of why you do you consider file size?
can best meet the client’s needs? Learning Review: ‘We won because of our relationship’. ‘We lost
Solution Design: Are your subject matter experts skilled at producing because we were too expensive’. Do your learning reviews get
proposal content that clearly and concisely articulates the solution in underneath these all too frequent responses?
easy to understand language?
Telephone: +44 (0)20 8973 2461 Email: enquiry@[Link]
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