Initiate Bid - Choose a Process Step
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qualify bid no-bid appoint team refine strategy and next?
Introductiontop
To prosper, an organisation needs a clear strategy, which has adaptation and change as key elements. Implementation of its strategy will include a continuing Programme of initiatives, each set up as a Project (see Project Based Management). In addition, if it is a commercial company, the organisation must focus its efforts on winning external business that fits its strategy, and can be delivered profitably while enhancing its reputation.
Identifying and shaping initiatives and opportunities is a key role for each Opportunity Manager, and the way this is done is the same for internal initiatives and external sales. This Sub-process describes how to prepare and turn each internal initiative and external opportunity into a successful Bid.
A Bid will take place in parallel with Bids for other opportunities and requirements, and with Projects for which commitments have already been made. So a Bid Project (and the ensuing Delivery Project) will be competing for Resources, and for management attention, with other Bids and Projects that are starting and already under way. If other parties are needed to contribute to the Bid, the Opportunity Manager will need to negotiate conditional agreements with them.
He/she will prepare and present the opportunity or initiative to a senior manager, who will decide whether it will meet the objectives of the strategy, is commercially attractive, and whether the company can meet the demands this Bid will place on the skills and understanding that are available. If the decision to Bid is positive, a Bid Executive, a Bid Board, and a Bid Manager will be appointed, and a Bid Team will be mobilised and briefed.
Qualify Opportunitytop
To avoid wasting time, it is important for the Opportunity Manager to confirm as soon as possible that an initiative or sales opportunity is worth pursuing. This requires a clear understanding of what the End User or Customer is trying to achieve, that a workable solution has been identified, that teams for both the Bid and the ensuing Project can be assembled and resourced, and that the Risks and commercial returns of doing this are acceptable.
Bid / No-bid Decisiontop
Before work starts on a Bid the initiative or opportunity should be reviewed. The objective of this review is to be sure that the preparation has been thoroughly done, and that the Bid has a good chance of success. It is at this point that the benefits claimed for this opportunity will be compared with others that might be pursued. If the reviewers are satisfied, the Bid will go ahead, if not it will be abandoned.
A positive decision includes Authorisation of the work needed to plan the Bid and to get things going. At this point, responsibility for driving the Bid (and for doing most of the work), is transferred, from the Opportunity Manager to the Bid Executive and the Bid Manager, supported by the other members of the Bid Team.
Appoint Bid Teamtop
The prospective members of the Bid Team have already been identified. Now is the time to confirm each role, and the details of the assignments, to both the members of the team and to their responsible managers. Of course each member of the Bid Team may start work at a different time, but since the Bid is now kicking off (also see Refine Win Strategy - below), the members of the team must be properly briefed and contribute to the planning.
Refine Win Strategytop
Having decided to pursue the opportunity, it is vital that the entire Bid Team understands and accepts the proposed solution, and how it will be presented to the Customer. This will be described to some extent in the Bid Campaign Plan. Now, as the Bid kicks off, the Bid Team is given the opportunity to explore the main features of the Bid, to make their comments and to suggest improvements before the approach is finalised.
What happens next?top
With the Bid Team set up, and the Win Strategy confirmed, work can start on developing the Bid Plan (Manage Bid Work) and the Proposal (Produce and Submit Bid).