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© 2015 Precise Proposals Ltd
Tender lessons from my Irish mammyMICHAEL GERNER
PRINCIPAL DIRECTOR, PRECISE PROPOSALS LTD
© 2015 Precise Proposals Ltd
Tender lessons to benefit you
Maximise your success on tenders & proposals by learning about:
�Contortionism
�Hypocrisy
�Anticipation
© 2015 Precise Proposals Ltd
My mother taught me:
Contortionism:
Will you look at
that dirt on the
back of your
neck!
© 2015 Precise Proposals Ltd
Look from your client’s perspectiveRule Explanation
Start with the client Their name should be first
Hot buttons Pain points
Excitement points
WIIFM What’s In It For Me? (The client!)
Why are they asking? What’s the question behind the question?
5 to 1 rule of thumb Client name 5 times for every 1 of yours
Left hand rule Scan the left hand side of your proposal.
The client name should appear most often.
© 2015 Precise Proposals Ltd
In practice…How will the supplier guarantee high quality on this service? Describe your quality methodology.
Describe what quality certifications you hold.
Your organisation is assured of high quality bid management consultancy with Precise Proposals.Our quality methodology has been honed through our team’s 16 years’ experience of deliveringhigh quality services in ISO 9001 business environments. Our answer will cover for you:
High quality for your
organisation will be
underpinned by our
team’s experience of
working to standards.
The following paragraphs provide you with more detail:Definition Defining high quality for your organisation
Guarantee Guaranteeing high quality for this service
Quality
Methodology
• Proven quality methodology
• Bid management consultancy quality process
• Effective bid management consultancy tools
• Continuous Service Improvement Programme (CSIP)
Quality
Certifications
• Quality certifications relevant to your organisation
• Evidence of high quality results
© 2015 Precise Proposals Ltd
My mother taught me:
Hypocrisy:
If I’ve told you
once, I’ve told
you a million
times. Don’t
exaggerate!
© 2015 Precise Proposals Ltd
Hypocrisy: saying one thing, doing anotherRule Explanation
KISS Short paragraphs (5), sentences (20), words (9)
Avoid jargon
Avoid clichés like the plague
KIT Keep It True
Avoid misrepresentation
It’s how you tell them:
Is the glass half full or half empty?
How about: exactly as much as you need?
Don’t just claim it Prove it!
© 2015 Precise Proposals Ltd
4. Prove it!
Best:Capabilities
Track record
Commitment
Relationship
Definition:Fit for purpose
Above and beyond
Bid management consultancy
Quality approach
People – highly qualified, trained, experienced and
adaptable to a wide range of client needs
Processes – good industry practice honed in ISO
9001:2008 environment
Tools – tried and tested Office software using Cloud
technology for high resilience and geographic spread
CSIPPDCA - Deming Cycle
Lead ConsultantAPMP certification
ISO 9001:2008 Tick IT internal auditor
Customer satisfaction results Testimonials
Circa 90%
win rate
Approved by local authorities
16 years
5k to 250M
Case study STAR
Thumbnail CV
Screen capture(s)
Be selective!
© 2015 Precise Proposals Ltd
My mother taught me:
Anticipation:
Just you wait
until I get
you home!
© 2015 Precise Proposals Ltd
Anticipate: planRule Explanation
If you fail to plan You plan to fail
PPPPPPP Prior Planning and Preparation Prevent Pretty
Poor Performance
Sun Tzu “Tactics without strategy is the noise before
defeat”
The 6W’s Who What When Where Why How?
© 2015 Precise Proposals Ltd
© 2015 Precise Proposals Ltd
Tender lessons from my Irish Mammy
Maximise your success on tenders & proposals by remembering:
�Client’s point of view
�KISS / KIT
�Plan & start early
© 2015 Precise Proposals Ltd
Brought to you by:
Michael Gerner
Principal Director
02895 818 451
078 4086 3968
[email protected] The sky’s the limit:
it’s not rocket science to get you there!
With our help, your enterprise can take off.
Tender lessons from my Irish Mammy