Pre Sales And Bid Management

Module 1 - An Introduction to Pre-Sales & Bid Process Training

An Introduction to Pre – Sales & Bid Process Training

Comprehensive Framework

The basics of Pre – Sales and Bidding – This module outlines basics of bid management, pre sales and various terminologies (jargons)in a professional environment. The learning objective of this module includes:

Why Bidding Is Required?

What Drives A “Buyer” To Invite Bidders?

Detailed Description Of The Terminologies And The Thin Line Of Difference.

The Pre-Bid Scenario.

An Overview Of “Buyer’s” Procurement Department.

Various Types Of Proposals And Assessing The Difficulty Level In Responding To Each.

Skills Matrix Of Bid Management

Case Discussion:

Technology Ennoblement Consulting For FORTUNE 100 Healthcare Payor In The U.S.

Solution Integration And Compliance For A Private Sector Bank In India

The Bidding Process – This Sub-Module Will Help Understand The Circumstances Of “Bid” / “No-Bid” Decision Taken By A Bidder. This Will Also Outline The Short Listing Process Of “Buyers” To Invite Prospecting Bidders.

Learning Objectives Include:

3 Key Questions To Ask, Before The Decision To Bid Or Not.

Assessing The Risks Involved In Bidding

An Overview Of Pre-Qualification Questionnaire (PPQ) Or Pre RFP Requirements (PRR)

10 Key Criteria “Buyer’s” Mostly Look In “Bidders”

Case Discussion:

Bid/No-Bid Decision To Provide “International Tax Services” For A Multinational “Oil & Gas” Company Audit Services To A Leading Restaurant Chain Against A Strong Incumbent

Module 2 - Bid Planning and Management

Understanding the RFP –

This sub-section will help you understand how to read and access an RFP. There will be a detailed discussion – with practical examples – of the aspects researching and attention to details, while planning the bid. Key components include the following:

The art of reading an RFP with case discussions:

Spin off of a FORTUNE 500 Media company

Contract Compliance Services for a Public Sector player

How to capture important information from the RFP/ITT

Researching key information about the “Buyer” and it’s industry

Success story of “Audit and attestation services” for a Startup or Mid-size companies.

An overview of various researching tools

Develop a checklist before you start writing

Plan to prepare pre-bid questions for the “Buyer”

Case discussion:

Efficient proposal production and shipping for a client in West Coast, delivered from East Coast. Sound’s unbelievable. Isn’t it?

Examples of key information missed in RFP and its impact

Time Management and Identifying StakeholdersTime management is an important part of the bid planning and preparing processes as most of the RFPs will have very short turnaround times. We will also discuss how to identify potential contributors to bid preparation and their required involvement. The various aspects of learning include:

Identifying stakeholders – the bid preparation team.

Task allocation to all the bid team

Case discussion of a large Telecom company for enterprise risk services

How to prepare a bid response timeline. Why it is so important?

Sample bid response timeline – real life example

Identifying milestones and future meeting dates

Plan thoroughly for writing Executive Summary and/or Cover Letter (separate module)

Section wise division of time for the RFP, as per the evaluation criteria

Plan ahead for delivery and production

Must have – sufficient time for reviews and the “Big” final review.

Case discussion

Setting up the procurement function of a large state government in the US

Designing the Response/Bid Template

This module will discuss about designing the bid template – the actual client facing document. We will also discuss about the key considerations and must have sections within any professional proposal. We will also touch upon the basics of bid formatting and consistency. Key points of discussion include:

The golden rule to structure the response template

Sections (at minimum) the “Buyer” expects in the bid

The importance of cover page (and back cover) – first thing the “Buyer” visualizes

How to generate a compelling table of contents

How to populate the RFP questions and its logical flow

Bid formatting in MS word, excel, and PowerPoint.

Dos and Don’ts in the template design

Template design exercise on live RFP

Module 3 - Getting Started with Proposal Writing

Kick-off to bid submission –

This module will discuss about all aspects of writing the proposal document. How to gather content from the team and version control of the document. We will also discuss about the key challenges encountered and how to develop the proposal keeping in mind the submission to “Buyer”

Basic research and identifying gaps to be filled

Designing version control taxonomy and its importance

Consequences of not versioning – practical examples

Planning for the deadline in mind and reverse calculation

The 3 most common types of bid submission – which effects proposal development

Case discussion/examples of bid submission categories

Kick off meeting and inviting attendees – Act as the moderator

10 key RFP points to brainstorm in the kick off meeting

Case discussion

Operational and strategic restructuring of a Global diversified Financial Services group

Writing The Bid Content

This module will discuss about responding to each and every questions/requirements of the RFP. We will discuss ways to make the responses not only compliant, but also strong and effective. Key discussion items include:

Creating a storyline and weaving it across the proposal

The impact of graphic elements – charts, diagrams, images, callouts, pull quotes etc.

Examples – market shares and the best way to represent it

Effective use of various heading styles and its impact

Put yourself in the shoes of the “Buyer”

When, and when not, to include marketing materials

Case discussion – Cross selling additional risk advisory services

The critical matrix – feature, benefits, and differentiators

Practical examples of the matrix

Examples of developing the matrix:

Case discussion – Internal audit services, Overnight turnaround of a bank’s ATM business

What is the difference between stated and implied needs of the requirements

Case discussion – M & A and post acquisition people consulting for a technology giant

How to Create Winning Executive SummaryThis module will discuss about the skill sets required effective write a winning executive summary. It also outlines the importance of executive summary as the game changer. The various learning aspects include:

Most often, the only part an economic decision maker reads

At what stage the summary should be drafted in the proposal development process?

A compelling reason to read the following 50 pages

What salutation your summary provides and its impact?

The 5 secrets of a winning executive summary

The concept of value proposition (how it differs from your differentiators)

Case discussion

Examples of winning executive summaries

Examples of bad executive summaries

Key sections within the summary

Cover letters/Transmittal letter and how it is different from executive summary

Module 4 - Bid Universe - Other Essentials

This module describes why a “Buyer” issues an RFP and why the “Seller” gets the invitation to bid. We will briefly discuss about the sales cycle (including collateral development) in an enterprise solution/services perspective. Sales and opportunity pipeline management.

The road towards an RFP/Bid

Overview of C-Level meeting documents

Categories of marketing collaterals and their specific usage

Examples of the most common and customized collaterals

Sales funnel analysis

After RFP to project sign-off (key activities)

Orals and presentations

Board room real life experience of orals meetings

Pricing and price negotiations

Introduction to e-Auction and actual bidding

Service/solution provider transitions and key challenges

Developing/Modifying project timeline (sample timeline analysis)

Negotiating on transition costs