Bids and proposals masterclass - the bid toolkit LIVE - Birmingham 20 March 2019
- Dramatically improve your win rates- Reduce the stress of the journey to submission- Develop and value your people with high quality training
Using insight gained from five years of research working with bidding and procurement experts from across the private and public / federal sectors in leading consulting, outsourcing, IT, legal and construction organisations of all sizes – we have developed a simple online step by step process and guide for delivering winning bids and proposals – thebidtoolkit.com.
The bid toolkit LIVE is a series of focused in person one day master class training sessions with one of our leaders, Jeremy Brim. The session expands on the bid toolkit online training content with in room exercises and round table discussions, leveraging real world examples from one of the best bid management professionals in the business.
This is supplemented with support from our unique partnership with YPO, the UKs largest publicly owned buying organisation. Every session will also be attended by a YPO qualified procurement professional who will deliver elements of the content, provide unique insights from the buyers perspective and be available for Q&A.
The one day session will cover in detail the roles and responsibilities of your bid team members and a deep dive into each phase of the bid lifecycle, including:
Research and Pursue - thoroughly researching opportunities and their environment to inform the bid decision and to position yourself to win
Bid Decisions – making robust collaborative decisions on whether you can win, how you will win, and making the commitment of the right resources.
Win Strategy and Kick Off - developing your proposition, win themes and commercial strategy and then kicking off the development of content, with everyone aligned
Solution and Story - designing your service delivery model and using storyboarding to develop winning responses
Write and Price - further developing the content outlined in the storyboards into compelling responses and ensuring you are on track to deliver a winning bid to your client
Review and Finalise – reviewing and improving your document to take it from a good to great
Sign off and Submit – making sure you achieve appropriate and diligent sign off of your proposals internally and safely prepare your bid submission for delivery
Present and Support - preparing a winning presentation and supporting your proposition through to deal close
Handover and Mobilise – providing a seamless handover of the secured work to your delivery team to set them up for success
Who should attend
Sales Leads – should attend to develop their understanding of enabling higher conversion rates through: insight and positioning, high quality input into your strategy and win themes, their part in informing your commercial strategy, helping the team to storyboard compelling content and maximising document impact through robust client centric reviews.
Bid Leaders – who are regularly nominated to lead proposals should attend to understand: their responsibilities and required behaviours, how they should select a winning bid team, how to develop your strategy, win themes and solution, their role in ownership of the commercials and risks, how to review your submission to drive quality and to provide impact and how to coach the team to pitch and present with confidence.
Service Delivery Leads – who will be responsible for developing the solution and running the service once the business is secured should attend to further develop: their approach to building winning service delivery models that deliver value and innovation for the client, their skills in leading the deconstructing of requirements and questions to generate compelling content, and how to lead the presentation with impact and capture the clients attention as the lynchpin of the delivery team.
Bid Managers – should attend to build on their techniques and approach to: mobilising bid teams to succeed, engagement of senior colleagues in value proposition development, project management, process and governance of tenders, and how to maximise outputs from meetings and to facilitate high impact reviews. They should also attend to see how they can help their teams take their presentations and pitches to the next level.
Contributors – or subject matter experts (SMEs) should attend to understand the full tendering environment and how to play a winning part in it. They will acquire skills in challenging and verifying strategy, contribution to value adding solution development, and storyboarding and writing compelling responses with confidence.
The event begins promptly at 9am. Please arrive for 8:30am when refreshments and pastries will be served.