Bid submissions can often be handled like a hot coal, with just one person eventually assigned to handle a submission in isolation. This inevitably leads to issues, misunderstandings or an underestimation of the time and resource required. You need to have the right people engaged and contributing to the bid from the beginning, and across the breadth of a business, in order to fully represent its capabilities.
Too often we also see organisations respond half-heartedly to too many bids. You need a robust process in place for deciding whether to bid and then for the opportunities you do pursue, ensure that you give the bid your best effort.
We consistently find a direct correlation between the level of resource employed in preparing proposals and success rate. In short, bids should be a collective business effort, the more effort you put in, the better the outcomes.
Responding to bids is a group effort, and as the person responsible for the bid, you will need to effectively manage your team to deliver the best results. To achieve this, you should consider:
Choosing the right people – do you have the support of the key people needed to write this bid?
Check your resources – do you have access to all the information and documents you will need, are they stored centrally for easy access?
Setting clear goals – does your team know what they have to achieve and by when?
Managing relationships – does your team know how their work impacts their colleagues and on time submission?
Keeping everyone engaged – you may be keeping them informed, but are you doing it in a way that keeps them motivated and engaged?
Tracking multiple projects – have you delegated responsibilities or utilised some form of bid management software to track progress?
If you can answer these questions with a positive yes, you’ll be set-up well for tackling your submissions. If you are feeling swamped, it could be because you have taken on too much and your organisation needs to look more closely at how they are resourcing bids. If it’s because you are struggling to track the progress of multiple bids from start to finish, you need a system to support you – and I would strongly recommend Opportunity Manager.
Opportunity Manager is available to all Tenders Direct subscribers, and is an incredibly simple yet efficient bid management tool. It’s designed to bring all of your notices into a single, customisable pipeline view – allowing you to check the status of all your bids at a glance, schedule tasks and reminders and centralise all of your bid documents. If this sounds like something you need, you can request a free demo of Opportunity Manager.
For our next post in the series Top 5 Bid Writing Mistakes, I will address the issues of not creating a proper pricing strategy.
In the meantime, if you’re looking for specific help with your bid, please get in touch. Every week I help clients with their tendering, from bid writing to leading on bid responses. Use the details below to view the range of services we offer or to contact me directly.
Other posts in the Top 5 Bid Writing Mistakes series:
1 – Failing to prepare and preparing to fail
3 – Not knowing how your pricing fits into your strategy
4 – Too little, too late
5 – Overlooking key details