Identify l Influence l Achieve - APMP UK Coles...Winning your audience The DNA of engagement Identify l Influence l Achieve APMP UK 14th Annual Conference 2016 The Power of the Hybrid

Winning your audience The DNA of engagement

Identify l Influence l Achieve

APMP UK 14th Annual Conference 2016

The Power of the Hybrid Proposal Centre Steve Coles, CP.APMP

Darrell Woodward, CF.APMP

2 Steven Coles, CP.APMP Darrell Woodward, CF.APMP

The Power of the Hybrid Proposal Centre

Steve Coles, CP.APMP “I believe in capturing high quality, profitable business where the client is in no doubt they will derive true business value.”

• Specialised in building highly-acclaimed bid and proposal management teams focused on innovation, value-creation, and winning business;

• Passionate about resolving client business issues and desired outcomes through persuasive bids and proposals;

• Head of Proposal Management, responsible for the conception, implementation and evolution of the firm’s knowledge management system;

• Certified APMP-Practitioner with over 20 years of experience in Bid and Proposal Management;

• https://www.linkedin.com/in/stevecoles

https://www.linkedin.com/in/stevecoles



Darrell Woodward, CF.APMP “I believe in telling powerful stories that explain how to solve business problems.”

• Enhance efficiency and consistency of quality while upholding the values of personalisation and influence;

• Inspired to engage an audience by combining persuasive structure, elegant writing and intelligent design;

• APMP-certified Bid Manager and award-winning innovator in proposal automation.

• https://www.linkedin.com/in/darrellwoodward

https://www.linkedin.com/in/darrellwoodward


In 45 minutes from now, you will know…

• Identify: • What defines a hybrid proposal centre;

• Job Titles, Roles and Competencies;

• What makes a “Proposal Chimera”.

• Influence: • How competencies influence each other;

• The APMP effect;

• Sharing our experience.

• Achieve: • The hybrid sweet spot;

• A flexible team to adapt to business needs;

• An optimised blend of individual talents.


Hybrid structure: consistent, flexible

Q1 Q2 Q3 Q4

• Bid load-balancing UK-US;

• Knowledge duties;

• Innovation assignments.


Hybrid service: powerful, balanced, versatile

FAST TRACK

GUIDED

MANAGED

CAPTURE- TO-CLOSE

Evangelism and Coaching 4-Tier Service

Continuous Improvement


Hybrid people: strength, depth, passion

• Different experiences;

• Diverse backgrounds;

• Distinctive personalities;

• Common purpose.

Bids & Proposals


Genesis of the Hybrid Proposal Centre

• Prove it:

• Hired: proved there was a need;

• Transformed: running ~30 bids per quarter;

• Delivered: major wins in first 18 months.

• Scale it:

• Spreading the gospel;

• Single point of failure;

• Demand outstripping supply.

• Build it:

• Business case;

• Hiring plan;

• Operating plan.


Evolution of the Hybrid Proposal Centre

• Forming: • Onboarding, familiarisation;

• Clarity of objectives, process and vocabulary.

• Storming: • Processes embedded, functional interlocks set;

• Spreading the gospel.

• Norming: • Value of innovation assignments;

• Leveraging experience of peers.

• Performing: • Growth;

• Innovation;

• Evangelism.


Proposal Roles and Preferences


Roles and preferences: our perspective

BID MANAGER Deal qualification, sales strategy,

solution development

Co-ordinating reviews and providing process leadership

Maintaining schedules and organising resources

Managing a bid or proposal opportunity

PROPOSAL MANAGER

Designing, formatting, and producing proposal

documents

Applying persuasive structure, client-focused

writing, good hygiene

Creating customer-focused graphics and visuals

Planning and directing the printing, assembly, and final

check

KNOWLEDGE MANAGER Creating and maintaining

reusable knowledge assets

Organising, designing and managing a content library

Capturing, standardising, cataloguing, and reapplying

content

Creating reusable visual elements such as presentations,

and brand identities


Roles and preferences: our individual profiles

Px 4

46%

35% 19%

Px 5 Px 6 36%

33% 31%

24%

40% 36%

25%

30% 45%

31%

38% 31%

30%

35% 35%

Px 1 Px 2 Px 3


Roles and preferences: our team profile

32%

35% 33%


• Serotonin: • The team chemical; • Feelings of pride and helping others; • Differentiates us from Sales!

Here comes the science bit…

• Dopamine: • The keep bidding chemical; • Plays a major role in reward-motivated behaviour; • Drives our need to set and achieve milestones.

• Endorphins: • The 3am chemical; • Diminishes our perceptions of pain; • Keeps us going on those all-nighters.

• Cortisol: • The stress chemical; • Works with epinephrine to boost blood sugar.

https://en.wikipedia.org/wiki/File:Dopamine_3D_ball.png

https://en.wikipedia.org/wiki/File:Serotonin-Spartan-HF-based-on-xtal-3D-balls-web.png

https://en.wikipedia.org/wiki/File:Cortisol-3D-balls.png


Our “Proposal Chimera”…

Bid Manager

Proposal Manager

Knowledge Manager


Bringing it all together…

The “Proposal Chimera”:

Benefits

• Varied and interesting working experiences;

• Cross-pollination of skills and knowledge.

Hazards

• Pigeon-holing;

• Conflicting passions.

Capitalise

• Exploit your niche and own your space.

The “Hybrid Proposal Centre”:

Benefits

• Maximise revenue generation;

• Strength in depth.

Hazards

• Managing workload;

• Maintaining balance.

Capitalise

• Exploit complementary skills and strengths.



Steve Coles, CP.APMP Darrell Woodward, CF.APMP

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Association of Bid and Proposal Management Professionals

[email protected] www.apmpuk.co.uk

www.apmp.org

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Identify l Influence l Achieve - APMP UK Coles...Winning your audience The DNA of engagement Identify l Influence l Achieve APMP UK 14th Annual Conference 2016 The Power of the Hybrid