Why the bid team can’t win the bid Anna Hutton-North

Overview What is a bid Who is involved Let’s take a step back What are the five steps What does good practice look like

What is a bid “An opportunity to offer services and products to an organisation who is looking to procure them.”

Creating a client facing team

Taking a step back The purpose of bidding is to win work. The smart organisation needs to know when to start the bidding process. The question is – when does it start?

The five key steps to creating the perfect bid lifecycle

Using the 5 tenements to be client-centric

Analyse market and raise profile Offering Making it easy Consistency Starting the bid process Bid opportunity

Targets and segmentation Know your clients Track your opportunities Share client insights

Identify opportunities Likely performance Client research Bid requirements

Pursuit and proposals Bid/No bid Sign-off Adding pizzazz Involve wider team

Client review Requesting feedback Conducting debrief Assess the bids you turned down

What good practice looks like United client facing team Sharing insights across the team Common objectives and goals Shared understanding of must-have wins Clear understanding of the bid process Being prepared to continually improve