1. Optimising Best Practice Bidding
Getting best practice into practice
We need to talk about Storyboarding
Mark Taylor

3. Adapted from Closing the Execution Gap: How Great Leaders and Their Companies Get Results. Richard Lepsinger

4. Adapted from Closing the Execution Gap: How Great Leaders and Their Companies Get Results. Richard Lepsinger

5. Culture eats Strategy
for Breakfast
Peter Drucker

6. PRINCIPLES
© Shipley Limited 2015

7. Give people a simple jargon-free target they can impact
© Shipley Limited 2015

8. GREAT GOOD OK NOT OK + we have made ourselves different
+ we have demonstrated understanding OK
ATQ, compliant or justified non compliance
NOT OK
Has not ATQ
Unjustified non compliance
lack of evidence on which customer can score
© Shipley Limited 2015

9. Be Pragmatic

10. Pragmatic storyboarding
Executive Summary
Service Proposal
Geographical Coverage
Resources
Mobilisation
Contract Management
Service Level Agreement
Continuous Improvement Approach
Commercial
Terms and Conditions
Pricing
Standard Response
Section Outline
Storyboard

11. Question
Customer Evaluation Weighting
Hot Buttons
FAQ
Challenging
Customer Question

12. Question
Customer Evaluation Weighting
Hot Buttons
FAQ
Challenging
Customer Question
Is this a tricky question for us to answer?

13. Question
Customer Evaluation Weighting
Hot Buttons
FAQ
Challenging
Customer Question
How important is this to the evaluators?
Is this a tricky question for us to answer?

14. Question
Customer Evaluation Weighting
Hot Buttons
FAQ
Challenging
Customer Question
How important is this to the evaluators?
How important is this to decision makers?
Is this a tricky question for us to answer?

15. How much thinking is needed?
Question
Customer Evaluation Weighting
Hot Buttons
FAQ
Challenging
Customer Question
How important is this to the evaluators?
How important is this to decision makers?
Do we have an existing response that works?
Is this a tricky question for us to answer?
How much thinking is needed?

16. Link Tools to Principles

17. Show we understand the Customer Hot Buttons
Customer Question
Relevant Hot Button
Answer the Question
Show we understand the Customer Hot Buttons
Show how we are different through highlighting a discriminator
Identify any hot button relevant to this question
Look for key words
Answer the question directly
Use the key words as headings or include them in your first sentence
Consider where you could use the customer name
Add proof
Create an introductory sentence which links to the customer hot button
Highlight a discriminator through a theme statement or visual
© Shipley Limited 2015

18. Creating A Theme Statement
© Shipley Limited 2015

19. Creating A Theme Statement
© Shipley Limited 2015

20. Animals must pay their own way
Create excitement to attract 10% more visitors
Make better use of animal talents to generate 25% more income
Socially responsible to respond to changing public demands

21. The “T-Shaped” Bid Professional
Translate & Apply
The “T-Shaped” Bid Professional
Bid Management
© Shipley Limited 2015

22. Optimising Best Practice Bidding
Getting best practice into practice
We need to talk about Storyboarding
Mark Taylor