using social media · 2018. 4. 1. · ⁃ execution guides • usage ⁃ collaborative editing ⁃...

APMP BID & PROPOSAL CON 2015 | PAGE 2

Using social media to build, develop, and enable

effective bid and proposal teams

FELIX BECKER


To Begin With…


Background – Changes and Challenges

+ 600% Bid and Proposal Managers

3 Languages supported

10+ Countries supported

10+ Different locations

Different languages and cultures

Broad range of skills and development levels

Many and changing stakeholders


Approach in a Nutshell

Analysis Social

Media

Execution


Hot Button Details

• Varying Quality

• Expectation Mismatch

Possible KPIs

• Utilization

• Customer Satisfaction

• Win Rate

• Response SLAs

• Employee Engagement

• Conversion Rate

• Document Quality

• Pipeline Touched

Analysis - Hot Buttons

Inconsistent Service Delivery

• Languages / Countries

• RolesOrganizational Silos

• Skills Development

• Career OpportunitiesLimited Development

• Qualification/ Bid /Approval Process

• Proposal ContentLack of Process Clarity


What is the biggest Hot Button in your organization?

Poll – Organizational Issues

Lack of Process Clarity of the bid process

Organizational Silos within team/organization

Inconsistent Service Delivery in our teams

Limited Development in your teams



Organizational Silos


Limited Development

Lack of Process Clarity





Limited Development




Internal Process Documentation

• Online Wiki

• Content

⁃ Process guidelines

⁃ Templates

⁃ Execution guides

• Usage

⁃ Collaborative editing

⁃ Change control board

⁃ Single point of information

Benefits

• Feeling of ownership

• Less duplication

• Up to date and aligned processes

• Standardization

• Quick to change



Limited Development

Lack of Process Clarity • Utilization

• Customer Satisfaction

KPIs


Driving Standardization



Limited Development




Limited Development






Internal Team Communication

• Social media platform

⁃ Familiar concept

• Content

⁃ Exchange (private) news

⁃ Management updates

⁃ Polls and discussions

⁃ Wins

• Social experience (bonding)

Benefits

• Reduced hierarchies

• Clear communication channels

• Cross cultural communication

• Reduction of travel cost

Limited Development




• Win Rate

• Response SLAs

KPIs


Limited Development




Breaking Silos


Breaking Silos

Limited Development





Breaking Silos

Discussions between

different team members

Limited Development





Breaking Silos

Limited Development




Content can be accessed

anytime


Breaking Silos

Interactive Meetings

Chat box for moderator

Everyone can chat

Idea box

Content

Limited Development





Limited Development



Limited Development



What is the biggest challenge regarding personal development?

Poll – Limited Development

No time between bids

No (personal) development plan

Limited development options in your teams

No manager support


Limited Development

Cross Team Learning Platform

• Leverage corporate content where possible and developed role specific additional content

• Transparent development path

• Content

⁃ On-boarding path

⁃ Competency training

⁃ Development options

⁃ External certification

• Methods

⁃ Self directed learning

⁃ Listen to recordings

⁃ Learning groups

Benefits

• Motivation

• Job enrichment

• Career progression options

• Better outcomes

• Reduced manager direction



Limited Development


• Employee Engagement

• Conversion Rate

KPIs


Enabling Development



Limited Development





Limited Development





Field focused Process Platform

• One stop shop for all bid related questions

• Single source of truth

• Content

⁃ Simple process guidelines

⁃ Proposal content

⁃ Q&A

⁃ Contacts

Benefits

• Time to productivity

• Efficiency of bid process

• Knowledge across teams

• Predictable business outcome

• Time to focus on key deals



Limited Development

Lack of Process Clarity • Document Quality

• Pipeline touched

KPIs


Guiding the Field


Limited Development




Summary of Achievements

Hot Button Solution Affected KPIs

Reliable service

delivery

Aligned processes through central collaborative documentation enabled by social media

Achievements


• Utilization

• Customer

satisfaction

Full regional support

model

Integrated team through several communication options enabled by social media


• Win rate

• Response SLAs

Self driven

development

Personalized development and job progression enabled by social media

Limited Development

• Employee

engagement

• Document quality

Process excellenceOne stop shop for all bid process and related questions enabled by social media


• Win rate

• Pipeline touched


• Improved Knowledge

100% APMP Foundation certification rate for

all team members longer than 6 months in the team.

• Improved Performance

Increase across all business related KPIs.

• Improved Communication

Relevant partner to the business – same language.

• Continuous adaption and change

This journey will always continue.

Key Highlights

You can do this as

well – just start.!


Questions


Felix Becker

Manager, APJ Proposal Management

SAP Australia

+61 435 965 543

[email protected]

www.sap.com

Contact Us

APMP

PO Box 77272

Washington, DC

20013-7272

Phone: +1 - (202) 450-2549

www.apmp.org

using social media · 2018. 4. 1. · ⁃ execution guides • usage ⁃ collaborative editing ⁃...

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