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Ten Slides in Ten Minutes - Pondering Imperfect Proposals

Date post: 17-May-2015
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A brief look at some of the things that can cause Imperfect Proposals (customer and client submissions) to be crafted
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S S Ten Slides in Ten Minutes: Pondering Imperfect Proposals [Capturing the Hearts and Minds of Prospects & Customers] Presented by: Bill Graham CP.APMP August, 2014 [email protected] Governance, Risk & Compliance Bid/Proposal Team Bid Win/ Capture Strategy/Plan/s Impact Opportunity Support Systems
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Page 1: Ten Slides in Ten Minutes - Pondering Imperfect Proposals

S S Ten Slides in Ten Minutes: Pondering Imperfect Proposals [Capturing the Hearts and Minds of Prospects & Customers]

Presented by:

Bill Graham CP.APMP

August, 2014

[email protected] Governance, Risk

& Compliance

Bid/Proposal Team

Bid Win/ Capture Strategy/Plan/s

Impact

Opportunity Support Systems

Page 2: Ten Slides in Ten Minutes - Pondering Imperfect Proposals

A Handful of Issues usually ensure the Crafting of Imperfect Proposals

Governance, Risk & Compliance

Bid/Proposal Team

Bid Win/ Capture Strategy/Plan/s

Impact

Opportunity Support Systems

Slide: 2

• Too many or too few • Inarticulate • Unskilled • Negative • Mediocre • Positional Power • Political Players • No ‘Bias for Action’ • Weak content crafters

Resources

• Risk Aversion • Lack of Controls • Inability to create honest assessments

GRC

• Operational • Transactional • No Account Plan • No Capture Plan • Over-Complicated • Ad-Hoc • Introversion • Badly Communicated • Positionally ‘forced’

Planning

• Non-Integrated • Administrative Burden • Irrelevant Functionality

Systems

Page 3: Ten Slides in Ten Minutes - Pondering Imperfect Proposals

Inhibitors are Barriers Built on Bad Foundations: Identify Them or Fail

Governance, Risk & Compliance

Bid/Proposal Team

Bid Win/ Capture Strategy/Plan/s

Impact

Opportunity Support Systems

Slide: 3

Resources

• Risk Aversion • Lack of Controls • Inability to create honest assessments

GRC

Planning

• Non-Integrated • Administrative Burdon • Irrelevant Functionality

Systems

Fear Management will destroy any Organisation

Bureaucracy will destroy any Organisation

Check your Organisation’s foundations for flaws

Ensure ‘Completeness of Intent’ by syndicating

• Operational • Transactional • No Account Plan • No Capture Plan • Over-Complicated • Ad-Hoc • Introversion • Badly Communicated • Positionally ‘forced’

• Too many or too few • Inarticulate • Unskilled • Negative • Mediocre • Positional Power • Political Players • No ‘Bias for Action’ • Weak content crafters

Page 4: Ten Slides in Ten Minutes - Pondering Imperfect Proposals

Slide: 4

Bad People, Processes and Systems are at the Heart of All Problems

Source: Sales Synthesis

1. Non Team-Players: Unhelpful, Unapproachable, Negative, Apathetic, Uncaring, Caustic 2. Political Animals: Self-Absorbed, Personal Ambitions Conflict with Organisational Needs 3. Unskilled Resources: Poor Recruitment Practices, Nepotism, Cronyism, Poor Decision-making, lack of business agility 4. Dated Resources: Mis-Aligned to Marketplace, Irrelevant, Ineffectual 5. No Positive Organisational Culture: Poor Recruitment Practices, Deadwood, 6. Guerrillas in the Midst: Competitor’s Ally, Disruptive, Disgruntled 7. Corporate Tourists: Retired at work, Focused on Personal Interests, Time-Wasters

1. Dated: Irrelevant, Administrative Overhead, Mis-Aligned to Best Practices 2. Bureaucratic: Cumbersome, Time-Wasting, Soul-Destroying 3. Silo’d: Disconnects across Business Units, Mismatched Data, Revenue Leakage, 4. Business Unit Relevance Only: Non-Functional for other Business Units, Meaningless to Organisation, Manual Interventions 5. Informal: Confusion, Optional, Irrational, 6. Over-Governance: Debilitating, Regulatory Strangulation, Stagnation

1. Outdated: Irrelevant, Administrative Overhead, Burdensome 2. Non-Integrated: Manual Interventions, Revenue Leakage, Time-Wasting 3. Monolithic: Feeding the Monster, Indivisible, Slow to Change, Glacial Inactivity 4. Inability to eBond: Islands of Data, No Linkage to Clients’ Systems, Insular Elements 5. Proprietary: Inability to Support International Standards, GRC (Governance, Risk, Compliance) challenged, Restrictive Growth and Evolution

People:

Processes:

Systems:

In many sales organisations there are People, Processes and Systems that inhibit effective and efficient sales activities.

Page 5: Ten Slides in Ten Minutes - Pondering Imperfect Proposals

Size does not Count

The Opinion Paradox

Source: Sales Synthesis

Number of Resources on the Bid Team

Productivity

The crest of sensibility

Slide: 5

Opinions and Positional Power do not a robust Bid

Team make

The trajectory of hopelessness

The Larger a Bid Team, the Lower the Resultant Productivity

Page 6: Ten Slides in Ten Minutes - Pondering Imperfect Proposals

Head Office

Regional Offices

National Offices

Head Office

Regional Offices

National Offices <operating as individual entities>

National Offices: • agility to compete • local knowledge • Focused on practical &

realistic growth

• administrative overhead • no local knowledge • additional reporting • invoicing/billing

dependent on non-local reward system

• local competitors have advantage/s

• culture clash • receptive gap • ‘one-size fits all’ challenge

Google: The company lacks the usual layers of middle-management, the hierarchical structure found in traditional corporations is non-existent – and not needed

Reciprocal Altruism

Slide: 6

Decisions: Traditional Global Organisations ‘smother’ National entities

Page 7: Ten Slides in Ten Minutes - Pondering Imperfect Proposals

Governance, Risk & Compliance (GRC) Permeates a Sound Organisation

An Example of IT GRC

Analyse GRC for all aspects of the Organisation – including Sales.

Get it Done or Give Up !

Slide: 7

Source: Unknown

Page 8: Ten Slides in Ten Minutes - Pondering Imperfect Proposals

Bid Management

Account Plans: When Well-Crafted, they Feed the Soul of a Sales Organisation

Customers

Clients

• Better client understanding, positioning your organisation to be able to offer thought leadership as a

competitive discriminator

• Understanding the heartbeat and soul of the client

• Client involvement and buy-in – potentially allowing active involvement in the client’s budgeting process

• Sharing of information across cross-functional business units

• Formulation of robust relevant account strategies (across geographies, business units etc.)

• Early warning and guidance for execution & delivery

• Learning for all parties involved (extended team)

• Better management insight / client portfolio management.

The Ramp of Client Retention

Slide: 8

Account Plan Capture Plan

Page 9: Ten Slides in Ten Minutes - Pondering Imperfect Proposals

Risk is filtered when the Service Provider understands the Client’s Business Framework and its relevance to ‘Proposals’

Slide: 9

Service Provider

Risk may be filtered by knowing the ‘heart & soul’ of a client through

robust Account Management

Clients

Reduced risk allows a Service Provider to be flexible in their Proposal crafting

approach

The Risk Rainbow

Risk

The Account Plan Reduces Risk, if Well-Crafted and Syndicated

Source: Sales Synthesis

Page 10: Ten Slides in Ten Minutes - Pondering Imperfect Proposals

• They Connect Throughout

• They are Understood with Ease

• They Leave No Questions Unanswered

• They Create Positive and Memorable Experiences

• They Ensure the Reader Leaves with a Positive Message.

Delivery Reader

Perception Receptive

Gap

Moment of Truth

Relevance

Slide: 10

Source: Sales Synthesis

Relevant Proposals Resonate with the Client

Do not let the crafting of a

Proposal become a Game

of Chance


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