The Proposal Management profession is alive and well in ANZ. Red Team was impressed with the calibre, experience and enthusiasm of the professionals we met during a highly relevant and future looking APMP conference. The sophistication of the profession continues to evolve in response to increasing competitiveness, complexity and value expectations of buyers. Alisha Camplin’s…
I regularly encounter business people who have frustrating tendering experiences. In many cases, they avoid tendering like the plague. That’s fine if you can successfully grow your business without having to respond to tenders. However, to pursue lucrative government or large commercial opportunities, tendering will likely become a necessity. Through my own experiences, I can…
Are you experiencing frustrations with your organisation’s tender win rate (e.g. the number of projects won, the number of projects bid)? Would you like to benchmark your business to evaluate your current bid development process and identify ways to boost your win rate? The Business Development Capability Maturity Model® (BD-CMM), developed by the Carnegie Mellon…
Most organisations we work with recognise the importance that pricing has on the development of a competitive proposal. In fact, many of our clients rightly acknowledge price as often being the most influential evaluated criteria in a winning bid. However, we continually find that these same organisations don’t understand what “Price to Win” (PTW) is…
Never start your Executive Summary with: “We are pleased to submit our proposal for.….” If we had a dollar for every time our clients commenced with this opening we would be very comfortably well off! It is dull, unimaginative and usually reflects that a poor level of effort has been applied to this key response…
It took some time to come up with our business name but when the thought came to me one night out walking my dog, I immediately called Richard lest I forgot it. We had kicked around options for some time without success and frankly it was now frustrating us both. Instantly we both liked the…
Effective review is a powerful way to maximise your chances of submitting a winning proposal. However, I often observe even experienced Bid Managers handle the process poorly. So, below is some advice on how you can ensure sound proposal review becomes part of your winning bid strategy. What to review This is an area where…
“Win Theme” is one of the most oft used terms I encounter in proposal management. In project kick-off meetings team members usually nod their heads fervently when we mention win themes, alluding to a common and clear understanding. Recently, someone on a bid team we were managing had the courage to ask me what exactly…