S S Ten Slides in Ten Minutes: A Perspective on Global Bid Management [Capturing the Hearts and Minds of Prospects & Clients]

Presented by:

Bill Graham APM.APMP

June, 2013

bill.graham@sales-synthesis.co.za

Agenda

• The Sustainable Business Imperative

• What is Bid Management?

• Bid Management becomes a casualty of a Cliché Corporation

• The Opinion Paradox

• Answering RFx questions will not a winning proposal make…

• Q&A

2

Dominant Exclusive Emerging Pervasive Absent

Symbiotic relationship with clients

Sustainability

Making the competitors irrelevant

Projects Particular Performing Pertinent People Places

The Sustainable Business Imperative

Building mutually beneficial and sustainable long-term client relationships

Source: Sales Synthesis

Multi-National Companies [MNCs] may embrace a new dawn or a long dark night.

Know where you are going

3

Consider a Strategic Staircase to illustrate the Vision…

Value derivation from income generation activities

2013/14 2014/15 2015/16 2016/17

•Consolidate strengths

• Introduce new brand

•Grow revenue in existing market

• Market positioning

• Identified alliances

• New client base

• Success in emerging marketplace

• Integrated Account Plans to specifically support the client Business Strategies

•Revenue growth from new clients closed previous FY

•Develop replicable solutions / services

• Identify & grow in new markets

•Focus on new clients

•Embed CRM principles

•Develop more replicable solutions and services

•Dominate chosen markets

•South African dominance with integrated value chain across major sectors

•Revenue growth

•Recognised brand

•Employer of choice

•First refusal partner

•Non-domestic growth

•First refusal partner with new clients

•Client retention

•Competitive KO

• > X % marketshare

Ou

tco

mes

Th

rust

Emerging

Dominant

Recognised Leader

One of many

Source: Sales Synthesis

Symbiotic relationship with clients

4

Bid Management is part of the Sales Phase of the Service Delivery Life

Cycle.

It enables a client to obtain value from the ‘solutions/product/service’ that the

Service Provider is proposing.

Lengthy discourse with the prospects are necessary to identify the problem

they are attempting to resolve [Account Management]

5

What is Bid Management?

Bid Management becomes a casualty of a Cliché Corporation

Head Office

Regional Offices

National Offices

• administrative overhead • no local knowledge • additional reporting • culture clash • receptive gap • no empathy [global to

local] • compromised submission • potential ‘margin’ on

‘margin’ • ‘Too Many Cooks’

syndrome

‘Global’ Bid Manager

Frustration

Obfuscation

‘Local’ Bid Manager

Best Practice – if not carefully selected & implemented - is sometimes merely a shortcut to bad delivery

Time zone trouble

If you think you know the answers, you’ll only look at the facts that fit

6

The Opinion Paradox

Source: Sales Synthesis

Number of Resources on the Bid Team

Productivity

The crest of sensibility

The larger a Bid Team, the lower the resultant productivity

MNC

Executive

Involvement

‘Technical’

Involvement

Opinions and Positional Power do not a robust Bid

Team make

The trajectory of hopelessness

7

Use intensive analytics to determine the correct growth strategies and territories [qualified opportunities]

Flatten the organisational structures as much as reasonably possible [rapid relevant structures for decision-making]

Move everything possible to a national level - with global ‘virtual’ teams [obtain national value and leverage globally]

Be aware of belief systems and allow for ‘all user/s’ interaction [spread the decision-making to the correct entities]

Factual knowledge is an

imperative

Internal politics is self-

destructing

Know your real competition

Relationships are key to successful engagements

Higher profitable opportunities, the

higher the investment

Source: Sales Synthesis

Answering RFx questions will not a winning proposal make…

8

Dominant Exclusive Emerging Pervasive Absent

Symbiotic relationship with clients

Sustainability

Making the competitors irrelevant

Multi-National Companies [MNCs] may embrace a new dawn or a long dark night.

Politics, Regulatory Issues, Withholding Taxes, Unrecoverable VAT etc.

Craft a Roadmap – including Value Propositions - to support a Client’s business sustainability…

Territories: Market, Regional Communities, Client Attractiveness, Culture, Corruption Index

Winners

Losers

9

Q&A

10