Winning new business is difficult. Often it’s most difficult for new and emerging companies to challenge the established order, especially if they’re doing things in a different way. As businesses expand and develop, they begin to examine different avenues, moving away from ad-hoc smaller pieces of work to looking at more formal access routes to substantial contracts.
Here we arrive at the wonderful world of bidding, proposals and tendering (you’ll see these terms being used interchangeably, but don’t worry they all mean the same). As potential contract sizes get larger, the demands placed on prospective bidders become ever more arduous and detailed, formal submissions are required for public and private sector buyers alike.
As you might expect, larger companies have more resources to dedicate to business development and specifically to bidding for work. A recent survey of bid professionals showed just 20% worked in organisations of less than 100 employees and only 12% were the sole responsible resource in the organisation*.
Unfortunately for smaller organisations, research has repeatedly shown a direct correlation between the level of resource employed in preparing proposals and success rates. The good news for developing organisations is that there are some relatively easy steps to take to improve proposals. A recent industry study shows that nearly half of all procurement professionals believe suppliers are letting themselves down with their proposals and that they are of poor quality. With the general standard being low, smart thinking and some effort can make a big difference.
If you are at the stage where you are or soon will be submitting proposals as part of your business development strategy then we can support you. We offer a range of support from analysis of current bid strategy and support with a live bid to a review of a past proposal.
To discuss, contact Andrew Watson, Bid Consultancy and Training Manager at Proactis Tenders Limited – Andrew.Watson@proactis.com
*APMP UK Compensation Report 2019