qorus webinar slides - 16th july 2014
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TRANSCRIPT
Bid Technology Survey @ Qorus
WebinarAlex King, Amplio Software
16th July, 2014
• A discussion of our survey results. The data has been drawn out to have relevant content for:
• People who want to know what their options are for new bid tools• People trying to promote the benefits of new tools in their organisation• Existing users who want to compare their experiences to our survey sample
• The results are from a May ‘14 survey co-promoted by Amplio & the Association for Proposal Management Professionals (APMP). 178 respondents gave their opinions on ‘How Technology is changing Bidding’. Almost half the respondents were Bid Managers.
Contents
2© 2014 Amplio Software
The market for Bid toolsWhat tools are there and what are they for?What tools are most commonly used?
© 2014 Amplio Software 3
You can find at least 10 different types of bid tools at:www.ampliosoftware.com
The tools are generally stand alone and do not yet integrate
© 2014 Amplio Software 4
Types of tools
There are 4 tools that >70% of respondents say they already have:1) A pipeline of bids2) A database of best
practice examples3) A library of past
bid-text4) A shared bid
environment
© 2014 Amplio Software 5
Most common tools
Just 32% of the tools people use are externally developed tools
© 2014 Amplio Software 6
Internal v External developed Tools
A question mark hovers over the quality of the internally developed tools!
Getting Buy-InWhat will your colleagues be concerned about?What problems get in the way of buying a new tool?
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Bids are stressful enough, people can not be expected to embrace change if its going to be painful
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User concerns regarding new tools
Uncertainty over benefits, lack of budget and lack of buy-in are all interlinked
Our next survey seeks to put some facts around the benefits
© 2014 Amplio Software 9
What stops investment in new tools
Is my experience normal?Where can tools really make a difference?Our next set of research…
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There is a disconnect between the benefits claimed and reported…• Only 18% said their
win rate had increased
• Are Bid tools there to increase win rate or just make things more efficient?
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The benefits experienced?
• Our next survey is directed to people that actually assess bids. It will be open until we get at least 100 responses. It seeks to remove a lot of the ‘uncertainty around benefits’ by getting answers to:
• How much of the decision is really down to Price? • Can Bid Managers undo a poor Capture phase once the RFP arrives?• Does professionalism – good quality writing & presentation affect the
outcome of a bid?
• We’re not expecting yes or no answers. But we want to identify the industries and circumstances where Bid Managers benefit the most from high quality bids.
• Please support us by asking people who assess bids to take our survey: https://www.surveymonkey.com/s/2TR622L
• Connect with me at: @AmplioSoftware & on LinkedIn
Our next survey
12© 2014 Amplio Software