Details
On the first day, course delegates are taken on a journey of discovery, to understand why certain bids win and others fail. Using a range of media including video, audio and PowerPoint and utilising a highly interactive presentation style, the Bid Perfect Trainer will establish the current mindset of the delegates and then re-shape it to form an intrinsic understanding of how to achieve consistently successful bids.
This will be achieved by introducing the participants to a series of powerful and challenging exercises as well as providing them with tools they can take away and use in the day to day management and production of winning bids. The principal modules are as follows:
The Winning Bid Formula©This tool has been specifically designed by Bid Perfect to succinctly capture all the elements of a winning bid, in one elegant and all-encompassing formula. By explaining to the delegates how the Winning Bid Formula works, we are able to convey the components of success quickly and memorably.
The Bid/No Bid ProcessHere we take a look at why this is a critical element of any approach to bidding and why careful selection of bids will drive higher win rates and increased revenues.
The Emotional and Rational Common Buying Motives, plus the Non-buying MotivesWhy do business people make the decisions that they do? How can a bid manager ensure they are linking their bid to the emotional needs of the evaluator, and also addressing the needs and objectives of the client by giving them logical reasons to buy? We look at the role of cognitive fluency in bidding and the Common Buying Motives (emotional and rational) to establish synchronicity in thinking. Alongside this, we present the Non-Buying Motives; an examination of why bids fail and how these drivers for failure must be eliminated from the bid.
The Bid Value Matrix©This is the centrepiece of our course and the entire Bid Perfect approach to successful bidding. Throughout the first day of the course, delegates will build their Bid Value Matrix in such a way that they will understand how to assemble a compelling argument in their favour.
The Golden RulesWe present a series of Golden Rules, each of which flows naturally out from the course content. These rules neatly encapsulate each of the modules we work on and are instantly memorable. This helps to ensure the rationale of the course is remembered.
4-Point Risk Management PlanningThis is a key document which enables Bid Managers to capture the risks in delivery of the service and then work through how they will be mitigated to the satisfaction of the evaluator.
Full list of Day One subject matter:- Credentials introduction
- Workshop objectives
- The Golden Rules
- Roles and responsibilities in bidding
- Did You Know? (video)
- The Bid Perfect Bid Management Process
- The Purpose of a Bid
- What increases or decreases your chances of winning?
- Winning Bid Formula
- Bid/No Bid Planning
- The WHY question
- Emotional Common Buying Motives
- Rational Common Buying Motives
- Non-Buying Motives
- Empathising (supported by video)
- Bid timeline
- Needs Aims and Objectives
- Research
- The Bid Value Matrix
- Selling Points, USPs and Competitive Advantages
- Outcomes and value
- Presenting Evidence
- Answer Analytics
- Balancing Risk in a Bid
On the second day we focus more on the actual writing of the bid and how it should be managed and presented. Whereas the first day discusses a philosophy for bidding and what the mindset should be, day two sets out the rules for writing and creating effective content.
As we only have delegates for two days, the main thrust of the training is to lay the groundwork and present the techniques, but to also rely on delegates ‘buying in’ and agreeing to apply the principles we define for them.
The main elements of the second day are as follows. These are expansive subjects and cover many sub-topics, which you will find listed below.
The 5 CsThis is the final element of the Winning Bid Formula and builds the foundation for the first half of the day which is largely concerned with writing a winning answer. The 5 Cs are:
1. Complete
2. Clarity
3. Concise
4. Compliant
5. Compelling
Where the delegates are challenged to rewrite the answer they delivered at the beginning of the course but now incorporating the methodology we have established through the Winning Bid Formula. The results of this element of the course are always a radical departure to the way in which the question was first tackled.
Win Strategy and Win Theme PlanningWe break the Win Strategy down into its three component phases and examine each area in detail. We will also look at how a bid should be approached by the primary bid team and the Subject Matter Expert contributors and how the roles and responsibilities are established. Forming Win Themes is an area also investigated in detail.
Team ExerciseThis module takes a large part of the afternoon where the delegates are divided into teams and all given the same challenge. They are provided with a bid brief and asked to construct a Value Matrix based on everything they have learned to date. This is always seen as a valuable exercise as it brings to a close the formal classroom part of the course and allows the delegates a couple of hours to put into full practice what they have learned.
Full list of Day Two subject matter:- Day One recap
- The Five Cs
- The Dos and Don’ts
- Lean Writing
- Proofreading
- Question Analytics
- Architecture of an Answer
- Use of Graphics
- Win Strategies
- Bid Project Meetings
- Roles & Responsibilities
- The Value of Research
- Win Themes
- Bid Project Plans
- The Executive Summary
- Collaborative bid writing
- Red Reviews
- Team Challenge
- Summary
- Close
How confident are you that you will win your next bid? If you are concerned that you may not be writing compelling bids, then perhaps the time has come to talk to experts who will be able to help you gain the winning edge and improve your win rates.
We know the secrets of writing a winning tender response; from PQQ to ITT. Bid Perfect has a comprehensive portfolio of tender management services. Our expertise is yours for the asking. We will write your bid or tender for you, or we will objectively review your own bid writing. You may want high quality training for your bid writers or want your bid management processes to be more effective and efficient.
Perhaps you need to recruit a good bid writer, experienced in tenders or need someone on an interim assignment. We will have the right person and the right training course for you.
We provide tender management services to clients of all sizes and budgets and we have a winning track record. If you want to make sure you are optimising your opportunity with your latest bid then why not contact us? An initial conversation costs nothing - call us on 0845 6000 281 to speak to one of our team. Or you can ...