Issue 19 - Exploring The Bid Lifecycle

Synopsis

To ‘see the wood for the trees’ in our profession, we must diligently navigate the current overwhelming volume of efficiency, productivity and win rate stats being shared by users of the latest technology. It is very easy to understand why you might trust tech as the answer to all your bidding prayers. Or you might believe the opposite and feel somewhat isolated – even anxious – for not embracing the latest tech and its ideology.

More

Contents

Download Magazine Spread Subscribe View flipbook

To ‘see the wood for the trees’ in our profession, we must diligently navigate the current overwhelming volume of efficiency, productivity and win rate stats being shared by users of the latest technology. It is very easy to understand why you might trust tech as the answer to all your bidding prayers. Or you might believe the opposite and feel somewhat isolated – even anxious – for not embracing the latest tech and its ideology.

Most of the solutions you’re hearing about are focused on proposal writing – which is just one of the Bid Lifecycle’s 24 interlinked, work-winning phases. Each phase is essential. Any phase can quickly derail your chances of winning if you disrespect it or fail to understand what your customer might need from it. The technology now on the market exceeds anything I have seen in 30 years of bidding but to win consistently, we must ensure all 24 phases of our work-winning cycle are optimised and fit for purpose.

So, do you focus on the ‘tree’ which offers the Holy Grail of proposal writing, or do you step back and admire the entire forest? Or perhaps, you do both?

I recently saw a stat claiming an “increased speed to draft by 80%”. This truly is a phenomenal stat – but unless speed to draft is one of your root causes for losing business, the efficiency gain adds little to the top line. It may allow you to make a few redundancies and save some money, but will it win you more business in the long run? It’s certainly a possibility, and there is evidence in the market that points to it.

Extra time available may allow for a comprehensive Bid Lifecycle review, benchmarking existing processes, identifying weaknesses and adopting new practices. Being brutally honest with yourself/your organisation about why you lose and what you could and/or should improve may make the bigger picture clearer.

BQ19 offers you 32 fantastic articles from our brilliant panel of Experts, exploring all phases of the Bid Lifecycle. They offer step by step advice for fine tuning your approach to meeting your clients’ requirements and improving your win rate. Technology will undeniably be part of your solution, but it is only one tool. BQ19 will help you consider ALL the fantastic ways (tech and non-tech) you can increase your productivity and, ultimately, your success. I hope you enjoy it.

Expert Image
Martin Smith
Issue 19

Synopsis

To ‘see the wood for the trees’ in our profession, we must diligently navigate the current overwhelming volume of efficiency, productivity and win rate stats being shared by users of the latest technology. It is very easy to understand why you might trust tech as the answer to all your bidding prayers. Or you might believe the opposite and feel somewhat isolated – even anxious – for not embracing the latest tech and its ideology.

Most of the solutions you’re hearing about are focused on proposal writing – which is just one of the Bid Lifecycle’s 24 interlinked, work-winning phases. Each phase is essential. Any phase can quickly derail your chances of winning if you disrespect it or fail to understand what your customer might need from it. The technology now on the market exceeds anything I have seen in 30 years of bidding but to win consistently, we must ensure all 24 phases of our work-winning cycle are optimised and fit for purpose.

So, do you focus on the ‘tree’ which offers the Holy Grail of proposal writing, or do you step back and admire the entire forest? Or perhaps, you do both?

I recently saw a stat claiming an “increased speed to draft by 80%”. This truly is a phenomenal stat – but unless speed to draft is one of your root causes for losing business, the efficiency gain adds little to the top line. It may allow you to make a few redundancies and save some money, but will it win you more business in the long run? It’s certainly a possibility, and there is evidence in the market that points to it.

Extra time available may allow for a comprehensive Bid Lifecycle review, benchmarking existing processes, identifying weaknesses and adopting new practices. Being brutally honest with yourself/your organisation about why you lose and what you could and/or should improve may make the bigger picture clearer.

BQ19 offers you 32 fantastic articles from our brilliant panel of Experts, exploring all phases of the Bid Lifecycle. They offer step by step advice for fine tuning your approach to meeting your clients’ requirements and improving your win rate. Technology will undeniably be part of your solution, but it is only one tool. BQ19 will help you consider ALL the fantastic ways (tech and non-tech) you can increase your productivity and, ultimately, your success. I hope you enjoy it.