ON-TARGET STRATEGY FOR MISSION-CRITICAL BIDS
Maximising the value of debriefing opportunities offered to you by client-side organisations is a serious, but worthwhile, endeavour.
The degree to which you treat it that way is the degree to which you’ll experience compounding advantage over your competitors.
Part One of a 5-Part Special Series on how Small & Medium Enterprises can take (non-price-based) advantage of numerous chinks in the armour of larger corporate bidding competitors.
If you’re allergic to political incorrectness and the absence of (counterproductive) diplomacy, best you avoid this particular BID COMMANDO RADIO segment.
Why the war room is illogical, fosters low productivity, and – quite frankly – is downright silly.
Again, if anyone has a fragile ego, you definitely won’t want to hear my (well-founded) observations on the matter . . . which would be a pity, because then you won’t get to hear my (bid-winning, high-productivity) solution.
Your bid strategy is only ever going to be as good as the information you feed into your bid strategy formulation process.
So it goes without saying that you want to make sure the information and insights gathered in by your Business Development operatives – as your frontline, primary research gatherers – are as accurate and as “real” as possible.
How does the classic challenge issued to rookie salespeople, apply to Business Development Operatives in the pre-probity phase context?
Let me count the ways . . . and they’re all extremely costly to your success in the bid strategy phase.
Bait & Switch– A Poor Strategy
10 Reasons the
A Team for
B Team Bait-and-Switch is A Flawed Strategy
There are reasons beyond the obvious that you really don’t want to be one of those tenderers that engages in the flawed strategy of surreptitiously swapping out delivery team members for those of a lesser calibre, post-bid.