Position

Position

The Bid Team can assist in helping position a bid so that you have used all possible communication channels to ensure you are in a position to win.

Winning a bid starts well before the purchasing organisation issues the bid. The positioning of a bid can start months or even years before the tender is issued. The Bid Team has produced a series of guides to help companies navigate through the bid process and win the bid.

Assessing client requirements and your compliance to them is essential in determining your likelihood of winning a bid. The Bid Team has developed a client analysis methodology that takes you through the client requirements analysis and apply a scoring mechanism which will then allow you to determine your position against the competition.

Assessing client requirements and your compliance to them is essential in determining your likelihood of winning a bid. The Bid Team has developed a client analysis methodology that takes you through the client requirements analysis and apply a scoring mechanism which will then allow you to determine your position against the competition.

Winning a bid is much more than completing the client documentation. It should include a full communication strategy across all media channels. The Bid Team’s communication strategy proforma ensures that all communication channels are considered and an implementation plan put in place that will have a positive contribution to your bid.

All contributors to a bid should have a clear view as to the bid strategy, what key messages and win themes are to be communicated, and what the approaches are to solution development and risk management. The Bid Team’s bid strategy proforma ensures that these are available to all contributors in a consistent and understandable form.

All contributors to a bid should have a clear view as to the bid strategy, what key messages and win themes are to be communicated, and what the approaches are to solution development and risk management. The Bid Team’s bid strategy proforma ensures that these are available to all contributors in a consistent and understandable form.

At each stage of the bid process there should be a reassessment of the likelihood of wining the bid. As the bid develops, more information becomes available and the likelihood of winning will change. The Bid Team has developed a series of gateway reviews that sign off the continued investment in the bid.

The Bid Team can assist in helping position a bid so that you have used all possible communication channels to ensure you are in a position to win.

Here’s a bit more information on the bid positioning process for your guidance:

Winning a bid starts well before the purchasing organisation issues the bid documentation. The positing of a bid can start months or even years before the tender is issued.

As an incumbent the positioning stages should be about gathering evidence that the bid objectives have been met and superseded during the project.

As a challenger bidder trying to replace an incumbent then the position activities should concentrate on client advantages of your solution rather than product features. The purchasing organisation will probably be unaware of the advantages you offer. Whereas the incumbent supplier has every opportunity to sell their current and future solutions.

Positioning a bid in a formalised manner helps bid directors work with marketing and sales teams to define the marketing, sales and communications strategies prior to bid release, to position the solution in the best light. Pre bid preparation should include: Search engine results positioning, Website alignment, Social media campaigns, Media campaigns, Events participation and Marketing literature development.

Pre bid preparation should align your key win themes and unique selling points in the market through various media channels. Your social media, printed media, website and marketing literature should be aligned to communicate to your potential client the benefits to them of your solution. Marketing and sales teams should have the same messages and convey the win themes to the target audience.

In the early stages, purchasing organisations are testing the market and articulating their needs, issues and requirements. During these stages your marketing and sales activities should be focused on influencing the bid or rebid to emphasise the unique elements of your solution. Everyone uses search engines to research the topic or to background check suppliers; your solution should be able to be found by certain key words or phrases, related to the bid or rebid.

All contact with the purchasing organisation should be targeted, consistent and on message. The bid director should produce a communications strategy to best position your company in the market. The longer you target an opportunity then the more influence that activity will have on the purchasing organisation. All pre bid activities should concentrate on client advantages of your solution rather than product features. Your communications activities should be sufficient to level the playing filed against the competition.

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