Facilitated processes for Professional Services organisations
Successful competitive bids and proposals have three things in common:
- Smart strategic structure
- Built-in competitive tactics
- Compelling communication
Technical know-how in your business sector or market niche (‘the content’) may get you a seat at the bid table. But it is ‘the form’ of your bid –written and oral – that will determine how you will be evaluated against your competitors.
The front-end of a bid and proposal process can appear deceptively simple. Allocate sections of the client document to your subject matter experts to address the selection criteria. Tell the customer “why us”. Throw in some sweeteners. Pull it together, format it nicely then deliver it with a cover letter signed by a VIP. Your competitors are doing the same thing. Perhaps better.
The back-end of the bid and proposal process often involves a formal pitch. The potential client will want to eyeball the people you will be assigning to their job – if you win the business. The client’s evaluation team may not have read your entire document. Your people will have to deliver the content and answer questions. Your competitors will be doing the same thing. Maybe better.
We have trademarked methodologies and processes to help you design the front-end strategies and tactics. We have highly experienced communication coaches to help you stand out from your competitors when talking about your bid. We’ve worked on all kinds of successful bids: including major infrastructure, complex IT outsourcing, legal services and facilities management.
We can help you. Call us.