How a “pre-cation” can help you deliver a more compelling bid

Lately, I’ve been talking about the ways in which energy and enthusiasm power our bid efforts. Unfortunately the way most organisations handle bids is rapidly depleting these precious resources.

Team members need to be inspired to do their best work on proposals, and pretty much everyone is stretched and hassled and working on the bid as well as their day job. Worse still, there are no thanks or recognition for contributing to proposals. All staff really see is a mountain of thankless work that they don’t get paid for and that eats into their personal time.

If your organisation cares about its win rates, and more importantly, about employees and their wellbeing, it’s time you did something about this. Here is an idea that will definitely win you points with staff, and probably on the proposal too.

While it’s common to give time off after a bid to compensate for the extra workload, a better way to generate energy and enthusiasm is to give your team at least part of this time off in advance.

Technology employers Atlassian and 42 Floors noticed that new staff members often came into their organisation exhausted from their previous job. To solve this problem, both now offer staff a “pre-cation” (paid holiday) before they start with the company.

This is a great way to make sure that people show up for work fired up and ready, not tired and burned out. Atlassian is now considered an employer of choice in an industry where competition for talent is high, and regularly rates a mention on lists of "best places to work" in both the US and Australia.

If you’re about to start work on a must-win bid, offer your team a “pre-cation”. It could just mean the difference between a proposal that really hooks the customer, and one that lies there as lifeless and exhausted as the people who wrote it.

How Job Sculpting Can Help You Deliver a Better Proposal

Recently I explained why energy and enthusiasm are the fuel powering a bid effort.

When the people working on the bid bring the best of themselves to the job, they are more likely to do their best, most inspired and most creative work. Without their energy and enthusiasm, there is a real risk that the proposal will lack personality and be flavourless and dry.

In a Harvard Business Review piece about job sculpting, Timothy Butler and James Waldroop explain that job satisfaction depends on how well the job reflects the individual’s “deeply embedded life interests”. These are long-held, emotionally driven passions, intricately entwined with our personalities. While life interests may not determine what we are good at, they do drive what kind of activities make us happy. “At work, that happiness often translates into commitment. It keeps people engaged, and it keeps them from quitting,” Butler and Waldroop say.

Delivering job satisfaction to the bid team – as well as a winning bid – can be a challenging task for a Bid Leader.

Bid teams often operate outside traditional reporting lines and boundaries, and team members are usually stretched and hassled and working on the bid as well as their day job.

Notwithstanding this, the principles of job sculpting can help here too. If you have a person on your team with a passion for something specific, like designing a technical solution, let them get on with it. Another person, who loves seeing things done correctly, will get satisfaction from form-filling, project management and production tasks.

Knowing what people's preferences are and the jobs they would enjoy doing, as opposed to just the jobs that need to be done, is an important role for a Bid Leader. When everybody is working on what they are great at, and what they love to do, the energy and enthusiasm that the team contributes will elevate the quality of the proposal.

Using tone of voice to develop your proposal personality

Last week, I talked about the role that proposal personality plays in the unconscious decisions buyers make about whether we are worth doing business with.

When we present in person, there are many cues that show our personality. In a written proposal, however, these cues are more limited. Personality mostly comes through in the way the proposal looks and feels, and of course in the way it sounds when you read it.

Proposals are all about influencing the prospect’s thinking to your point of view, and it’s usually best to employ a combination of Approachable and Assertive tone when writing.

For example, in a tender for medical recruitment services, suppliers were asked to nominate their Preferred Supplier Agreements with other customers. It’s possible that the buyer did this because they were already thinking about conflicts of interest this might create with their competitors. However, they also might not have fully understood the implications.

My client, let’s call them Medical Recruiters, took an assertive tone on this issue as it played to one of their key competitive advantages and they needed to strongly influence the buyer’s thinking. Their answer went something like this:

Our market position, which is free of conflicts of interest, creates a compelling reason to consider Medical Recruiters as one of your preferred suppliers. Medical Recruiters does not have any Preferred Supplier Agreements with direct competitors of Pharma Co. Our only Preferred Supplier Agreement is with ZedCorp, a large multinational Medical Device company. There are real risks in appointing Preferred Suppliers of recruitment services that already hold such agreements with your direct competitors. For example, how does the recruiter decide where to send an excellent candidate, when they have two or three other clients looking for a similar person? Where potential conflicts of interest do exist, it is important you are 100% confident in the quality of the consultants who will be allocated to your account. The Best Practice in Human Resources Report (date) surveyed 5,000 professionals who changed jobs in the preceding 12 months and found that the individual consultant was the main catalyst in building their enthusiasm for the role and gaining their commitment to the employer.

The buyer was sold, and Medical Recruiters won a place on their preferred supplier panel.

What is your proposal personality?

Personality plays a large part in the unconscious decision that buyers make about whether proposals make it to the Maybe pile or the No pile. Bringing our real selves to proposals helps customers decide we are worth doing business with.

This week I met with a new client and we were talking about how they can improve their bid capability and success rates. One of the questions that came up was about presentation — what their proposals look like and the first impression that they make.

This organisation bids for business through competitive public tenders. In a competitive tender, presentation is important. It’s a crowded environment where a buyer will be assessing many tenders — sometimes a handful, and sometimes hundreds. Public tenders are a bit like a “cattle call” auditions in the entertainment business; show up on time, respect the judges, wear your biggest smile and most sparkly outfit. Sure, in a business environment, sequins may not really be appropriate, but quality presentation is still a sign of respect for the process.

Lately I've come to realise that there is another reason why we need to pay particular attention to presentation. Presentation equates to personality. When we are selling services, and our people are our prime saleable assets, we want to look and sound like people that the customer is going to want to work with. Make your proposals sound charismatic and enthusiastic, not professional and detached. Use photos of your own staff, not stock pictures. Make sure you can hear the voice of real people coming through in the way the proposal is written.

Energy and enthusiasm – the fuel powering a bid effort

We need our people to bring their best work to bids, but energy and enthusiasm are finite resources that need to be carefully managed — especially when things don’t go to plan.

Last week I wrote about the importance of “five-to-niners”- the unsung heroes whose work powers a bid effort.

Many years ago, I worked on an important bid for a services organisation. There were probably at least 20 of us on the team and for six weeks we were pretty much chained inside a room. (It was a nice room, and there were pastries, and someone came to bring us coffee every now and again, but still). The team was made up of a mix of outsourced specialists, like me, and junior people from the organisation itself. It was very difficult to get the senior associates or leaders’ time and most of us didn’t have a clue what we were writing about. I felt for the internal staff — it was high-pressure work, with long hours. But they took it on enthusiastically because they hoped to work on the account, which was with a high-profile, multinational company.

I will never forget the celebration lunch that the organisation put on to reward us for our hard work. We were waiting for the senior leaders to return from lodging the bid, and expecting cheers and high fives all round. Eventually they did arrive, late, with faces like thunder. It turned out we had been asked to pull out of the bid due to a last-minute competitive conflict. It was over before it had even begun.

The energy drained out of that room faster than a sinkhole can swallow a truck. Tim, the staff member sitting next to me who had been working overtime for weeks and missed his son’s basketball final, was absolutely gutted. It was obvious that the lunch we were about to eat (mostly in silence) just wasn't enough to reward Tim for everything he had invested.

Senior leaders often feel comfortable betting big and living with the consequences, but staff usually don’t have the same appetite for risk. When asking staff to join us on a business growth journey, it’s important to recognise — and empathise — that they will be sharing the risks, as well as the rewards.

“Five-to-niners” – the unsung heroes of a successful bid effort

It takes more than just a mandate to get people to bring their best work to proposals.

What does it really take for a bid to be successful? A compelling offer? A sharp price? A great-looking proposal that is well written and interesting to read? Yes. All are important.

But each of these things is in itself highly dependent on the energy, enthusiasm and creativity our teams bring to the project. Without these, our proposal efforts can really struggle.

The other day, I was talking to Cameron, a program manager who works for one of my most successful clients. Cameron hit the nail on the head when he said, "Bids are not a nine-to-five job for me. They're a “five-to-nine” job."

Cameron isn’t complaining. In fact, he is very proud that his contribution helps his company to win work. But like many people who have an operational role and a lot of valuable knowledge, bids aren’t part of Cameron’s job description. They are something that gets done on top of everything else he needs to achieve in a day.

So spare a thought for the Camerons in your world. These are good people with a great work ethic, but their reserves of goodwill run dry eventually. When the next big thing comes up (after the last big thing) many are inwardly groaning. "Geez, another bid? I'd really like some time with my kids. I'd love to get to the gym. It’s been ages since my wife and I went out to dinner."

A simple way to maintain goodwill with your five-to-niners is to reward them for their hard work — no matter what the outcome— and always make sure there is a real celebration when you win.

And if your team could use some tactics to deliver bid-winning thinking, get in touch – I can help.

How to Build Business-Winning Innovation in Your Services Business

Most service businesses sell to business customers — either exclusively, or in addition to consumers.

When you sell to other businesses or to government, and when you reach a certain level, you will be selling to procurement.

For example, Victorian government departments need three quotes for any purchase above $25,000. Above $150,000, they are required to conduct a formal tender.

Most businesses that sell at this level end up winning at least two-thirds of their business through some kind of formal submission. When you win a contract that way, you only get to keep it by competing for it again, generally, once every three years.

That’s a lot of revenue at risk through the procurement cycle.

When I talk to people who sell services, they often tell me that they are so busy working in the business that there never seems to be time to work on it. The marketplace is getting more competitive all the time, and the pace of change is so intense that it can be hard to keep up with what competitors are doing – let alone come up with new things yourself.

To make things even more challenging, there is the frustration that customers don’t really understand what you do, let alone value what you do.

There is a better way to sell services. If you’re struggling with these problems, I can help.

The Revenue Revolution: Building Business - Winning Innovation in Services Organisations is a program for owners and leaders of service businesses. Together, we will look at what your organisation knows, does, and delivers, to identify what you offer that is:

1. Extremely valuable to customers, and has the highest currency right now;
2. May be outdated, and of limited value to customers; and
3. Can be built in order to create greater value to customers over the next 6 to 12 months.

At the end of the program, you will have a blueprint to develop services that will position you as the clear winner with customers or funding bodies.

Contact me for a white paper with more information about how the Revenue Revolution Program can help you grow your services organisation.

Why It’s Good to Get Comfortable with Discomfort

At the moment, I am interviewing successful business development leaders as part of a new project.

Something that they all have in common is that they are comfortable with a level of daily uncertainty that would be very confronting to many others. In other words, being uncomfortable is actually comfortable for them. It’s when they get too comfortable that they start to worry!

Bill Gates once said “Success is a lousy teacher. It seduces smart people into thinking they can't lose.”

Successful business development leaders welcome discomfort because they understand this well.

They know that there is a delicate balance between trading off past achievements and experience, and presenting something that’s new, fresh and exciting. They get that customers are only really interested in their team’s 300 combined years of experience if it means that they are using them to do something interesting and valuable right now.

Achievements are great, but like trophies in a trophy cabinet, they eventually start to gather dust and cobwebs. For example, in my local area, there's a restaurant with a sign proudly proclaiming “Food Shop Hygiene Shop of the Year”. Under this, in huge letters, it also says “…2000”. The award was a great achievement — at the turn of the century. But as customer who might be thinking of eating there today, it’s more off-putting than enticing.

This thought might make you feel a little bit uncomfortable, but that’s actually a good thing.

The seeds of future success can come from many places — a chance meeting, a brilliant idea, or even just a deliberate decision to think differently. It is worth making yourself just a little bit more uncomfortable to find them.

Turn plotting into planning!

In today’s sales environment, it takes more than just plotting to achieve success. It takes planning.

Planning involves developing new things that we want to make public — that we want our market to know about — so that customers and prospects will see us as the obvious people to buy them from when it comes times to do so.

There’s a very good reason to do this, even though it feels counterintuitive when compared to the way we have traditionally been taught to sell.

Back in the handshake days, sales deals were conducted under a veil of secrecy. Plotting these deals was very deliberately a behind-the-scenes strategy. We didn’t want to leave a trace or let competitors know what we were doing.

In today’s procurement-led environment, when the value of government contracts and the winner of those contracts are published online, there is no veil of secrecy anymore.

Selling to procurement might look like it’s all about paperwork, but actually it’s all about positioning.

In her excellent new book Agile Selling, Jill Konrath says “Buyers have changed: fundamentally, drastically and for good. (They) self-educate, leaving the seller totally out of the loop. When they finally decide to engage, they’re often 60- 70% of the way through their buying process.”

According to Konrath, a seller’s success today depends on “knowing more… Providing value…and meeting (buyers) where they’re at.”

In my experience, something that is particularly appealing to customers is to see that suppliers have things going on that they are not just waiting to be funded, or paid, for.

This shows that you are interested in something other than just taking the customer’s money. It creates an energy and excitement around what you are doing. Even if what you’re building is not specifically for that customer — maybe it’s for yourself, or for another customer, or for another industry that you play in —it creates something tangible that you can talk about and that customers can see.

There is nothing more soul destroying than being in the business of serving customers, but having to wait to be chosen.

Planning creates positioning, and breaks you out of the waiting game. It also helps you to take some of your power back.

Essentially, planning is just a way of getting all of your business-winning ideas out of your head and figuring out how you're going to achieve them. So what are you planning?

Are you trading on ancient artefacts?

If you have 300 years of combined experience, that’s a heck of a lot of knowledge sitting in your organisation that the customer would love to take advantage of. The problem is, you can't show them how in just one sentence.

There are basically three things that we can trade on when we sell.

Products.These exist in the present. Products, including service-based products like programs, are what we have available right now that the customer can take immediate advantage of.

Precursors. Precursors exist in raw form in the present, but have a huge impact on the future. In chemistry, a precursor is a compound that creates a chemical reaction and produces another (often more valuable) compound.  In business,  precursors are the things that we're working on right now — the innovations, the pilot programs, the new initiatives that we're bringing to the customer that will ultimately result in goodwill, good relationships and good outcomes for us and for them.

Artefacts. Artefacts belong very firmly in the past. An artefact is an object of cultural or historical interest. In business, artefacts are the projects we’ve done, the contracts we’ve delivered, the systems and processes we built years ago. And our 300 years of combined experience.

When you’re bidding for a long-term contract of three years or more, the most valuable things you can trade on are your products and precursors.  Precursors are particularly valuable, because they are the inputs to future products; the essential compounds that help you create what you will deliver in the future. And most of us don’t have nearly enough of them.

Make no mistake, when you are pitching for a long term contract, you are not just selling what you have today. You are selling what you will have in three years’ time, or even further into the future.

Planning a Compliant Tender Response

Every question that’s asked in a tender document will contain more than one layer, that is, several questions within the question. Look for the layers and you will produce more compliant answers and also get better results. In a session with my Master Class group this morning, we were talking about content planning for tender responses. This is a very important topic, but often one that people struggle to get their heads around.

When we're on a deadline and there's a lot of work to do, it is very tempting to jump straight into writing, but in fact, this is never going to give you the best result.

Planning is the essential step between creating your bid strategy and executing it through what you write in your proposal.  But even the word “planning” sounds as much fun as getting a root canal. It feels like it will slow us down and stop the momentum and the flow of ideas.

However, I look at planning somewhat differently. When I plan proposal content with teams, I find that it actually gives a really laser sharp focus to what we’re about to do.

It’s a bit like flying a plane. If bid strategy work is the preparation for take-off, and writing is cruising at altitude, then planning what happens just after take-off when the flight is still ahead of us. Many things are possible, but many things could still go wrong.  Planning gives us an opportunity to see them, and work out the bumps before they throw us off course.

Often in our haste to get a bid done by the deadline, we compile proposals rather than write them. We think: “okay, here's a question about quality assurance. I'm just going to copy paste my standard answer about quality assurance in here.” But questions are rarely asked exactly the same way each time. So take the time to identify the layers in the question that your answer needs to cover. And think of your standard content from past proposals as a reference library, not the finished answer.

Earning or Learning? Separating Proposal Development from Proposal Skills

Are you looking for help with an important bid? Do you want to improve your proposal development skills or processes at the same time? Here's why it's better to separate these two objectives. When people approach me for help with bids, proposals and tender responses, the most common form that the enquiry takes is this:

"Can you come in and work side by side with us on a bid so that we can learn from you?"

There are two questions here, and the answer to both is yes - but not at the same time.  Here’s why.

Steven Covey’s classic time management grid introduced us to the idea of tasks that are important or not important, and urgent or not urgent.

• Getting an important bid across the line is an important task that is also urgent.
• Building your skills in bids, proposals and tender responses so you can win more business, more often is important — but not urgent.

Urgent tasks will always take priority over non-urgent tasks.

When there is an important bid coming up, everybody's attention and focus is on how can we get the best outcome for that bid — including mine. Even when I come in fully intending that you and your team will learn from me — and even if that’s your intention too —everything tends to be subsumed into the bigger objective, which is to get your important bid across the line.

In my experience, proposal skills development is a systematic process of enquiry and reflection that is best built away from the furnace of bid deadlines.

That’s why I offer public and professional Tender and Proposal Writing Master Class Programs that deliberately takes participants away from their day job — either for a couple of hours a week in the public program, or a couple of days in the professional program —to get the best results.

To improve your outcomes from bids and proposals through learning and development, I recommend training at least one senior person from your organisation who is going to be responsible for strategy and leading bids, and at least one other person who will be doing the proposal development, management and writing. These people need to work together and to support each other.  I have trained many proposal teams through the Master Class program, with great results.  The next public Master Class starts on May 2 and enrolments close on April 18.  Contact me if you’d like an overview of the syllabus for this very useful program.

What Does It Really Take to Win Business through Continual Innovation?

Innovation is not a one-time thing – it’s an “all the time” thing.  Individuals and teams who keep thinking and keep innovating are always going to win more business than those that don’t. Bidding to provide services, in particular, is never going to be 100% transactional and all about price. It is always about something more. Buyers need help to navigate complex problems that weren’t conceived of a year ago — let alone 10 years ago — but some suppliers are still offering solutions that are well out of date. New solutions can come from anywhere; from a multinational in Texas to a small business from Australia.

For example, Birdon, a small-to-medium marine engineering company from Port Macquarie, was recently awarded a contract worth $A285m to supply the United States Army with 374 specialised boats.  Birdon won against global competitor General Dynamics in a four-year tender process. SmartCompany ran an interview with Birdon Group General Manager Iain Ramsay, in which he acknowledged innovation as the key to the bid’s success. Birdon had purchased an innovative marine propulsion system when it acquired another company, NAMJet, in 2011. Ramsay said  “Our boat design was superior to its competition… The innovation which went into it allowed us to win, even though we weren’t the cheapest on price.”

Innovation isn’t it just about the systems, products and services you build. It’s actually about having a process for continuing to generate improvement ideas.

There are formal, organisational innovation processes like the Ten Types of Innovation, and then there are things that we can each do individually to improve our ability to innovate. In an interview with emotional intelligence expert Daniel Goleman, Teresa Amabile — Director of Research in the Entrepreneurial Management Unit at Harvard Business School — identified the four key ingredients for continuous innovation by individuals as domain expertise; the ability to learn new things; creative thinking; and working hard. Domain expertise is about having a depth of knowledge and skill in the area you work in. Being able to learn new things — both inside and outside of what you do and know — will help with creative thinking and original ideas.  Hard work speaks for itself.

To me, this sounds like a pretty good recipe for career success. When innovation becomes a habit, you win, the team wins — and so does the customer.

Why Good Performance Isn't Enough To Retain An Important Contract

When I work with companies who are looking to re-compete for important contracts that they know will be coming up to RFT in 12 months’ time, one of the things that the bid team most often talks about is their operational performance. Of course operational performance is important. It’s what suppliers are being paid to do. But it isn't always the most important, particularly when customers are deciding whether you're worth keeping around for another contract term.

Have you ever heard of a phenomenon called “digital distraction”? Here are some startling examples that explain why looking at the thing that’s right under your nose isn’t always the best idea:

• In December last year, a Taiwanese tourist fell off the end of St. Kilda Pier in Melbourne because she was checking Facebook on her phone and not watching where she was going.  She was found by police 65 feet from the end of the pier, floating on her back in an attempt to keep her phone dry and safe — even though she couldn’t swim.
• Likewise, in August, a man drove off a bridge in Texas after sending this text message: “I need to quit texting because I could die in a car accident.”
• There have been some very serious cases of digital distraction, including a young child who drowned in the bath because the babysitter was looking at Facebook on her phone.

Of course, it’s not our mobile phones that are to blame — it’s the way we use them. It is very easy to be distracted by something that seems like it needs to be done in the here and now without looking at the bigger picture of what’s going on around us.

Likewise, operational performance is the most obvious and the easiest thing to focus on when delivering a services contract. But good performance is what we're being paid for - it's just a baseline expectation. As the RFT gets closer, the relative impact of operational performance is at its greatest and therefore maintaining performance tends to take up a lot of people’s time. There are, however, three other things that incumbents need to focus on — above and beyond operational performance — in order to retain important contracts.  And this work needs to start well before the RFT is released.

Every contract changes hands at some point. Whether it gets into your new, improved hands — or is snapped up by someone else —is really up to you. If you have an important services contract that is coming up for bid this year, contact me and let’s talk about what you and your team need to start focusing on now, over and above operational performance, to make sure you retain it.

Dear Procurement: all I want for Christmas is…

Last December I ran this letter in the Winning Pitch, and it had the highest open rates of all my newsletters in 2012. So if you missed my Christmas letter to Procurement it, here it is again, with a few amendments to bring it up to date for 2013. Unfortunately, the bad news is that not much has changed in the buyer/supplier relationship in the past twelve months. The good news is that there is still room for improvement!

Here's hoping that the New Year brings more balance for all of us in the tendering system. No matter what side of the fence you sit on, I wish you a Merry Christmas and a happy New Year :-)

Dear buyers,

You need stuff done; we know how to do things.  We need each other, and we really want to work with you to do great things together.

Unfortunately, the tendering system is turning us into adversaries, not collaborators. Like us, you are probably drowning under a pile of forms and schedules, and you must be wondering if there is a better way to make buying decisions.  We think there is.  Here is how, with only a few small adjustments, we can change this system for the better.

• Let us talk to you again. A tender isn't the only way to scope the market and for complex purchases, it really isn't the best option. So let’s have a chat. Things change quickly and you might be surprised about what we can do for you now that you haven't yet heard about. And, while we’re on the subject…
• Bring back Expressions of Interest.  If you want to assess potential suppliers on paper, why not use an EOI, rather than an RFT? These are short and reasonably straightforward for us to complete. They make us feel like we’re in with chance, and not like we are jumping over a very high hurdle for a very small likelihood of return.
• Say what you mean. Years have passed since the introduction of competitive tendering, but the tenders themselves haven't changed very much in all that time. They are often hard to interpret, and the evaluation criteria don’t always match the questions. With better instructions, any supplier with a bit of common sense will be able to bid confidently. That’s good for you, and it’s good for us.
• Timetable a response period that’s reasonable. We run a pretty tight ship these days; our staff are stretched and it can be difficult to keep up with complex RFT requirements and shrinking deadlines. Crunching us for time because you’re late to market only means you get rushed, poor quality submissions. On the other hand…
• Don’t issue a timetable and then grant a last-minute extension just before the deadline. This unfairly disadvantages (and discourages) the suppliers that are prepared, and have made it a priority to respond to your RFT.
• Please, answer our questions when we ask them. We think very hard before we submit questions about an RFT, because we don’t want to waste your time. But often, we don’t get meaningful answers (or sometimes, any answers). Better information will mean better proposals for you to evaluate.  And finally…
• Have a heart - don’t drop a tender on 21 December.  We know you like to come back to a full inbox, but we would like to see our families too.

There's no doubt the tendering system could work better, and together, we have the power to make it happen. 

You know, at the end of the day, we are all just people. We all put our pants on one leg at a time. So come meet some of us; we bet you will like what you see and hear.

With hope and best wishes for a Happy New Year, Your Prospective Suppliers

Why Exam Swots Make Good Bid Writers

It's been a long time since I was last at school, but in some ways it feels like I never left because my job involves developing bids and responding to tenders. Answering RFT questions often feels like you are sitting an exam every day of your life.

I'm often asked about the skills that are most needed in a bid writer, and how to identify aptitude in internal staff who might be good at that kind of work. Probably the most important is an ability to understand what's being asked for in the RFT, and to respond accordingly. Therefore, a good predictor of likely success in such a role is how good someone is (or has been) at exams, particularly in subjects requiring a complex written response.

Getting good exam marks requires the confidence to understand and interpret and unfamiliar questions very quickly and under time pressure; to plan a response that addresses that question; to identify relevant content and ignore stuff that isn’t relevant; and to weave an argument or point of view throughout. Therefore, a member of staff who has a good academic record with high exam scores in complex subjects is highly likely to be suited to the task of responding to tenders. It doesn't really matter what kind of subjects they were good at – it’s their pre-existing aptitude for this kind of work that is important.

I’ve just finished re-reading the Number One Ladies’ Detective Agency series by Alexander McCall Smith. In it, there is a character called Mma Makutsi, who is famous for having achieved 97% in her final exams at the Botswana Secretarial College. Mma Makutsi is the Assistant Detective to Chief Detective Mma Ramotswe, and together they are a force to be reckoned with. Mma Ramotswe has fantastic intuition, where Mma Makutsi is the person who dots the is and crosses the ts. I am willing to bet that if they weren’t in the detecting game, they would make a great bid team.

Likewise, in your business there is an important role for staff members that aren’t academic and don’t think of themselves as “writers”.These people are often great students of life, are good at reading between the lines and have useful insights customer behaviour. Therefore they make great proposal strategists who are good at seeing the big picture.

You need these big-picture proposal strategists, together with great bid writers who are good at the detail, to form the core of a successful bid team.

The Power Of Graphics For Page-Limited Submissions

This week, I’m coming to the end of a strategically significant bid process, working with a large team on a submission that has been in the making for a very long time. I will miss this delightful, talented and committed group of people very much when we hit “send” on the proposal next week. This is a consortium submission from incumbent suppliers pitching to retain a complex range of services worth tens of millions of dollars, and where dozens of people’s jobs are on the line.

Notwithstanding the bid’s complexity, the RFT response templates are — as always, it seems, these days — highly limited in what they will let us include. In one case, we have a total of three pages to cover our expertise, experience, and understanding of the service delivery need. Getting this message across within such tight word limits is extremely difficult, and we have used graphics extensively in this proposal to help overcome our space challenges.

Unfortunately lack of space in RFT responses is a trend that isn't going anywhere.  (Check out my blog post "Why Buyers Are Asking For Short Proposals").

Last year I ran a short program in conjunction with Colleen Jolly of 24 Hour Company in the USA on International Best Practice in Proposal Graphics.  Today, Colleen shared a link to an article written by Mike Parkinson — her colleague and the author of Billion Dollar Graphics — on the topic of Using Graphics in Page-Limited Proposals.

It seems Mike’s clients over in the USA are feeling the same pain as my team and I are feeling here. Mike says “RFPs often ask for the sun, moon, and stars in 10 pages. The challenge we face is when, where, and how do we add graphics to a 10-page proposal (that should be 40 pages to effectively answer the RFP)?”

If you’ve wondered about this yourself, check out Mike’s article where he discusses the reasons why graphics are easier to understand than text alone; why they get the point across more quickly than words; and how graphics reduce perceptions of risk.

Why buyers are asking for short proposals

Like me, you are probably seeing a lot more word and page-limited tender response requests coming out from the market these days. A quick check of the tenders I worked on over the past six months revealed that more than half had page limits for responding to each criterion. On the surface it makes sense as to why this might be happening. After all, if you're a procurement officer or a buyer and you're expecting dozens or hundreds of tender responses, you would want them to be as succinct as possible so that you don't have to wade through pages and pages of unnecessary information in order to score the response. Page limiting and word limiting proposals might reduce your workload by as much as 50%.

But there's another reason why it's a good practice to ask for word and page-limited responses.

That's because buyers understand that it actually takes much more effort to write something within a tight set of limits than it does when no limits are given.

There's a famous quote by the French mathematician, physicist, and inventor Blaise Pascal, who lived in the 17^th century. Pascal said, "I have made this letter longer because I have not had the time to make it shorter."

To me, that sums it up nicely. When suppliers are not limited in how much information they can provide, it's easy to just throw the kitchen sink into the bid and let the buyer sort it out. This has led to a lot of lazy, assembly line proposal writing.

Buyers know that they will get better quality responses if they force you to think about how you can make your proposal shorter. If you have less space and fewer words to get your point across, the good proposals will be better —and those that were never going to be any good anyway at least won't be as tiring or taxing to assess.

What contract bidders can learn from crowdfunding - Part 1

Crowdfunding offers a new model of audience engagement that contract bidders — who often believe we are talking to an audience that is already sold on what we do — could learn a lot from. Crowdfunding is a social media platform through which millions of dollars have been raised for projects as diverse as a Parma and pot at the local pub ($259 against a target of $20) to millions of dollars of fan funding for a movie version of the TV series Veronica Mars. In the crowdfunding world, the only measure of a project’s worth is whether people will stump up money for it. Most crowdfunding goes to projects that it would be difficult - if not impossible - to get traditional funding for.

There is definite hierarchy in the business of raising money to do stuff.

At the top are products and services that are deemed essential to corporate or public life.  These are funded by governments or businesses through contracts and agreements.

In the middle are traditional grants, where hopefuls parade their wares in front of an entity that has money and is prepared to give some of it away (generally a large corporation, charitable foundation or private donor).

Crowdfunding is at the very bottom of this pyramid.  This is a very interesting place to be, in that crowdfunders are talking to a very wide audience that may or may not have any money - and even if they do, have no intention at the moment of giving any of it away. This forces crowdfunders to put their project in front of everyone they know in a way that is so inspiring that it will prompt them to immediately pull out their credit card.

Check out Part 2 of this article for my top four lessons for contract bidders from the most successful crowdfunders.

Proposal writing tip: how to use case studies effectively

Case studies are an important source of evidence when substantiating claims of past performance in similar contracts. However, they will always have more impact if you can include them in the body of your proposal, and not just attached as a sheaf of project data sheets.

For example, look for opportunities to introduce case studies as an illustration of how you have successfully delivered a particular aspect of your methodology.