Guide on How to Submit Winning Bids

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Guide on How to Submit Winning Bids

• By Tendersinfo.com

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Changing the KRA

• Majority of the companies assess themselves or
  their bid desks on the basis of the number of
  bids submitted. Just a thought, what if those
  companies or organizations change their key
  result areas (KRAs) to submitting winning bids !
  
• Seems Interesting ?

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Few questions to Bid desks.

1. State the difference between the pricing offered
   by OEM X this year as compared to a similar bid
   you have made last year.
2. State the margin or discount trends for all the
   bids submitted by your company this BU.
3. Enlist the bids submitted most recently in your
   territory.

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Role of Bid Managers

• Everyone over here is aware about the point that
  Bid managers are generally assigned to ensure
  that whether the overall bid is submitted in time
  or not. You may have noticed that often bid
  managers doing the same things again and again
  right from understanding the wider scope, getting
  involved into pre bid interactions with vendors
  or partners, assisting with the documentation
  process and guiding the team to work towards the
  deadline. This is what usually the Bid managers
  do. Right ? But, Wait !!

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• What if we ask the Bid Desk or Bid managers to
  change their KRA from submitting bids to
  submitting Winning Bids ?Yeah, you are right
  its the KRA of sales manager but isnt the Bid
  managers can play an important role in this ?
  Cant the Bid managers ensure that the sales
  manager can reach there by providing an enhanced
  value to the company ?

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Bid Managers Strength

• Bid managers are the only group in the
  organization who has the elevated view of all the
  bids that are submitted and made across the
  business units and sales teams.

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Be the Data Steward

1. Be a person who is responsible for at least the
   bid related processes. Ensure that everyone (i.e
   stakeholders, pre-sales, delivery, sales, etc)
   upload all the necessary and relevant documents.
   If in case you lost the deal, aim at collecting
   and capturing all the competition pricing and
   other needed technical info as much as possible
   in detail. Of Course, not an easy task but not
   difficult either. Get or develop a MIS dashboard
   that provides you with meaningful analysis due to
   which you can determine the bid strategy while
   bidding in future.

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Focus on Vendor Pricing Trends

• 2. Have a closed watch over vendor pricing
  movements, some industries have an expertise over
  this while some dont. Usually vendor pricing is
  left on to the bid managers and their
  resourcefulness. Whereas in some industries the
  pricing is as high as 50-60. There lies a great
  opportunity in bringing the prices together from
  across the bids and build a good theory of
  futuristic prices. Systematic approach and
  analysis would help to negotiate better and drive
  optimum pricing and commercial terms.

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Create a Competition Pricing Sheet

• 3. Create a competitor's pricing list Bid
  managers are usually very proficient in making
  pricing PLs and all other pricing factors that
  go with it. Moreover the bid desk team does have
  complete access to all the technical solutions
  submitted till now, history of all previous bids,
  its results, etc. Working hand in hand with the
  pre sales team they can make a report on what the
  competitor is about to come up with, in terms of
  configurations, products, etc. one can initiate
  it by doing it for the closest or the primary
  competitor and later on moving ahead with the
  next level of competitors

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Develop a Scoring Strategy

• 4. The most important component of winning the
  bids is calibrating the alignment between clients
  requirements and its offerings. Map the
  capability. Find the probable technical rank, who
  is better to create the composite score and
  commercial score. Normally sales managers are
  questioned by the bid managers in a constructive
  approach to challenge their beliefs and
  assumptions with reference to the data they get
  from recent bids. With the cross bid expertise
  and the analytical skills the Bid managers can
  present a more detailed and a realistic scenario.

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Assume Submission Date will not Extend

• 5. Take into consideration that the date for bid
  submission is the final one and will not be
  extended any more. Normally, the majority of
  vendors work on the assumption that the date for
  submitting the bids is going to be extended. And
  the bidders normally gang up together with this
  one point and make sure that they extend the time
  for a couple of weeks more to submit the bid.
  Assuming this and working on the bidding strategy
  would end up by spending lots of efforts and time
  on a particular deal, in which you may lose the
  opportunity of gaining goodwill with the client
  and scoring brownie points.

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Make Technology Work for You

• 6. Let the Technology do the needful Even
  though the digital world has taken a deep root
  over the world, the bid development process is
  still relying on a manual, unsynchronized, and in
  an unorganized way which leads the bid team to be
  stressed out. Can you not replace your complex,
  brainstorming, over loaded bidding processes into
  an automated system ?

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Bid management Tool

• Yeah ! Its time for bidders to process their
  bidding works in a systematic, organized and
  planned way with an automated follow ups,
  integrations, synchronizations, collaborations,
  etc which reduce the team efforts and time in a
  large manner with an excellent bid management
  tools available in the market.

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THANK YOU !

• www.tendersinfo.com/bid-management-software