Greed is good

-- GORDON GECKO ”“

Early 2000s: rise of…

SAMESAME

DIFFERENTBU

T

• corporate compliance (Sarbanes Oxley)

• corporate governance • panel appointments• corporate social

responsibility• the Business

Development Team

2007–2010: Risk Management

Emerging business

ethics developments

Rise of the transient

workforce –International

Labour Organisation,

ethical and green

sourcing

Wide-spread introduction

of Key Performance

Indicators

Marketing messages gaining

attention at executive and

legal level

Employer branding, diversity,

awards and rankings

rose to prominence

Overpromising and under delivering

Everything we promise must stand

up to scrutiny

• stimulus packages injected over $10.4 billion into the economy

• period of many natural and man-made disasters

• sharp rise in the number of government tenders with flow on affect to industry

• new financial models with Private Public Partnerships

2009-2010: cash injection, then disaster

• focus on ethical and green sourcing for competitive edge

• time-to-market reductions from 4-6 weeks to only 3 or 4

2011:

• even bigger “mega contracts”

• micro-economic reform

• Even more reform – driven largely by shift in mega contracts

• Relationship or alliance contracting new key differentiator

• Trend of contracts moving from simple compliance documents to being whole-of-life value programs

2012: more reform

• increased focus on program delivery

• commissioning of public services to non-profit and private sector

• not-for-profit sector establishing governance structures in order to compete

2014–today: outsourcing of government services

In a recent survey, 73% of

millennials said they don’t

believe governments

can solve today’s issues

alone.

83% of the respondents

want businesses to get more

involved

MSLGROUP, September 2014.

THE

SERVICEIMPROVEGAP

MENT

What’s in a name?

tender bid

proposalATM

RFI

RFT

RFP

The process – worth your while?

• bid/no bid criterion• bid strategy and win

theme development• project management• templates and bid

libraries• production software• defined roles and

responsibilities of team members

Process management

SharePoint

….there is plenty of information available to assist people in their roles, but the issue is the disparate, unlinked nature of the systems that hold this useful information.

Collaboration tools

Track record

databases

Case studies

Capability statementsCVs

Images & graphics

Methodologies

Efficiencies with standard content

Here’s one we prepared

earlier…

• Industry-specific software widely adopted

• Potential to track and report outcomes will become key differentiator

The future of data

From narcissists to problem solvers

The IT sector: a different view

A shift to ‘whole of life’ value

• shift from simple Word documents to fully designed layouts

• readability has become just as much of the content strategy as the words themselves

Formatting and presentation

The new lay of the land

Visualising the invisible

SHOUTINGblurtingor

The font effect

• Allows only unformatted, text-only responses

• Cumbersome interface• Future versions might

assist with systematic responses

Back to basics

Queensland Government launched e-tendering response portal October 2014

Typical team RFT team

Team work

Bid Co-ordinator or Manager

Client Relationship Manager

Functional and external specialists

Technical leads

Other specialists

Marketing and Business

Development Manager

Marketing Co-ordinator

Communications and Events Officer

The major bid team

CEO

Design /infographics

Technical leads

Bid Editor

Executive team

Bid writers

Board

Industry Partners

Bid Director

Document Controller /Bid Co-ordinator

Data Analyst / Needs Analyst /

Demographic profiling

Subject matterexperts

New skill sets:

• PMO Manager• HR Director (recruitment,

redundancies• Learning & Development (training)• Transformational project leads

(technical and subject matter experts)

Organisational re-engineeringand change management

Project initiation and planning

Project office establishment

Project office infrastructure

Organisation wide standards development

Rollout and training

preparation

Transitionstage

Operationsstage

Project closure

PMO – Implementation Roadmap

Knowledge management Change & Transition

Communications Manager Implementation expertise Marketing and branding Monitoring and evaluation

• online improvements for tender management

• increased tender consultancy services from India – predicted 30% p.a.

• branded government• citizen-lead innovations• increased crowd sourcing• increased push towards alternative

solutions like Uber and AirBnb

Future trends

Volvo: Pioneering electric roads

• Program aimed at improving urban traffic conditions

• Partner cities include:– Los Angeles– Rio de Janeiro– Barcelona– Tel Aviv.

Waze: Connected Citizens

To sum up…

• solutions-driven tenders

• focus on innovation in service design and delivery with partners

• better connected client and customer experiences

• strong focus on KPI reporting capabilities

• new funding models

Looking forward }

Questions?

Tender trends: Then and Now