Our 20+ years of experience in the industry have resulted in a clear understanding of the strategy and process implemented by the most successful bids, and a familiarity with the common areas most businesses struggle with. We have developed a step-by-step outline of the bidding process and how each stage should be optimized, which has proven to consistently triple bid success while simultaneously cutting costs by around 30%.
We are committed to maximising the profits of our clients by increasing their win rates and reducing their bid costs. Our bid response strategy differs from other consultancies in its unique capacity for full flexibility and deep understanding of each individual step in the process.
Many proposals suffer simply because the bid itself is erroneously placed. Identifying the best opportunities to create bids can greatly increase bid success. We identify the best opportunities by comparing three metrics: feasibility, winnability, and profitability.
Once we have identified business proposal opportunities with the greatest chance of success and the highest profit margins, we create a matrix of what the organisation’s primary needs are. Often, we attempt to establish a positive relationship with the procurement organisation. By anticipating and understanding the needs of the client, and differentiating it from the desires of the procurement, we structure a proposal that clearly addresses each need and requirement.
Once the client needs, requirements, and end goals have been clearly identified, we develop a strategy for how to best articulate delivery for the client. We work with your team to create an outline of each deliverable to be included in the proposal, in which we prioritise specificity.
When we are satisfied that our outline covers each element our proposal needs to include, we begin to write the actual proposal. In our experience, the importance of this step is often overlooked: the value of having a well-written, error-free, properly formatted and simple to navigate proposal is understated. Does the proposal address each need, and offer tangible, appealing solutions? Is it focused on the client? Is it unique and memorable?
When a proposal is graduated to the presentation stage of the process, the stakes are raised. We too often see proposals which had great chances of success then be discarded due to poorly planned and executed presentations. We ensure that your staff is trained on each step of the presentation process: from planning, to execution, to attention to detail. Proper presentation training can turn a bid from dull and uninspiring to compelling and guaranteed.
You found the right opportunity. You wrote a perfect proposal. You delivered an excellent presentation. And now, you’ve won the bid! What’s next is the easy part for you, you can now go on to do what your business does best, and deliver the products or services an organisation decided they need. Establishing these relationships are important, and we ensure that you can keep them positive and turn them into drivers of future business success.