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Step One - Needs Analysis, Tools and Training
Our experience consultants will analyse your needs and plot your organisaation against a capability maturity model for opportunity pursuit. After investigating over 350 sales/opportunity pursuit processes globally, BMI is in a good position to provide you with a health check of your current approach.
From there we will customise a solution that meets your needs and objectives.
Solutions vary but have a couple of standard features: our approach is about skills transfer (so you aren't reliant on us in the long term) AND we are in and out in less than a year.
After our initial analysis, we train your bid managers in our patented approach to bid development: Rapid Response Bid Management System (RRBMS). Training in RRBMS is conducted over two days, with one day modules on specific aspects of RRBMS conducted subsequent to the approach being adopted.
RRBMS is a patented approach designed to augment your current bid practice. RRBM places emphasis on the purchasing evaluation process and ensures that bid content is developed to achieve a high score.
RRBMS is a manual, paper based system with companion soft copy forms, which provides a clear, competitive, repeatable process for success. Organisations who already have a bid management process simply use aspects of RRBMS that provide them with a competitive edge.
Key to the System is the categorisation of the purchaser's documentation into 13 categories with two area of focus: reponse requirements and service delivery requirements.
Categorisation provides a consistent framework for your organisation to approach every tender document, creates a common language for bids and ensures complete clarity of tender requirements.
Another successful aspect of RRBMS is Focussed Response Development which ensures that right from categorisation through to author coaching, editing and review your organisation is targeting a high score in the subsequent purchasing evaluation environment.
RRBM is easily added to your exissting bid processes - you can be up and running in a matter of days.
The end result is nothing less that an improved success rate.
What Were the Standouts?
TRAINING
BMI has trained over 1,250 people in bid management process and 196 in RRBMS since 1994
Here's a sample of our client's view of RRBMS Training
- The course was excellent. Being a Bid Manager 'newbie' I could have done with a terminology list at the beginning.
- Quick reference cards or something similar, e.g. mouse mat, to keep us reminded
- Apart from that, I can't think of any improvements - it was that good!
- The mechanism for "analysing" the requirements for the bid, so as to miss nothing!
- The means by which Authors are provided guidance so as to produce a "quality" outcome.
- The process for ensuring reviewers actually add value to the process
- The "war stories". It's always interesting to hear from those who've "been there and done that".
- The methodology gives Bid Managers the ability, tools and techniques to lead a team (in conjunction with the Bid Leader) to prepare a winning response as opposed to taking on too much responsibility for doing it all themselves.
- The planning upfront on the analysis and categorisation is invaluable.
- The Bid Management task list is excellent.
- A framework for all Bid Management, codifying a process that is not yet formalised to enable a level of standard and structure that will readily allow movement of people in and out of a bid while maintaining a high standard. Less reliance on key people and so less stress on the employees.
- An introduction to structured bid management for newbies that will start them on a relevant bid management approach for X Company without heavy support in the basics. Avoid bad habits from the start.
- A framework for reviewing bid management to determine lessons learned and the need for assistance in the bid itself. An experienced BM can quickly assess quality.
- An opportunity to increase our win rate against the competition.
- A tool that will ease the supervision load on the current experts of those less experienced.
- Increased maturity and discipline in bid management, a shift from the master and apprentice model with all the black art wizardry that implies.
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