APMP BID & PROPOSAL CON 2015 | PAGE 2
Using social media to build, develop, and enable
effective bid and proposal teams
FELIX BECKER
APMP BID & PROPOSAL CON 2015 | PAGE 3
To Begin With…
APMP BID & PROPOSAL CON 2015 | PAGE 4
Background – Changes and Challenges
+ 600% Bid and Proposal Managers
3 Languages supported
10+ Countries supported
10+ Different locations
Different languages and cultures
Broad range of skills and development levels
Many and changing stakeholders
APMP BID & PROPOSAL CON 2015 | PAGE 5
Approach in a Nutshell
Analysis Social
Media
Execution
APMP BID & PROPOSAL CON 2015 | PAGE 6
Hot Button Details
• Varying Quality
• Expectation Mismatch
Possible KPIs
• Utilization
• Customer Satisfaction
• Win Rate
• Response SLAs
• Employee Engagement
• Conversion Rate
• Document Quality
• Pipeline Touched
Analysis - Hot Buttons
Inconsistent Service Delivery
• Languages / Countries
• RolesOrganizational Silos
• Skills Development
• Career OpportunitiesLimited Development
• Qualification/ Bid /Approval Process
• Proposal ContentLack of Process Clarity
APMP BID & PROPOSAL CON 2015 | PAGE 7
What is the biggest Hot Button in your organization?
Poll – Organizational Issues
Lack of Process Clarity of the bid process
Organizational Silos within team/organization
Inconsistent Service Delivery in our teams
Limited Development in your teams
APMP BID & PROPOSAL CON 2015 | PAGE 8
Inconsistent Service Delivery
Organizational Silos
Inconsistent Service Delivery
Limited Development
Lack of Process Clarity
APMP BID & PROPOSAL CON 2015 | PAGE 9
Inconsistent Service Delivery
Organizational Silos
Inconsistent Service Delivery
Limited Development
Lack of Process Clarity
APMP BID & PROPOSAL CON 2015 | PAGE 10
Inconsistent Service Delivery
Internal Process Documentation
• Online Wiki
• Content
⁃ Process guidelines
⁃ Templates
⁃ Execution guides
• Usage
⁃ Collaborative editing
⁃ Change control board
⁃ Single point of information
Benefits
• Feeling of ownership
• Less duplication
• Up to date and aligned processes
• Standardization
• Quick to change
Organizational Silos
Inconsistent Service Delivery
Limited Development
Lack of Process Clarity • Utilization
• Customer Satisfaction
KPIs
APMP BID & PROPOSAL CON 2015 | PAGE 11
Driving Standardization
Organizational Silos
Inconsistent Service Delivery
Limited Development
Lack of Process Clarity
APMP BID & PROPOSAL CON 2015 | PAGE 12
Driving Standardization
Organizational Silos
Inconsistent Service Delivery
Limited Development
Lack of Process Clarity
APMP BID & PROPOSAL CON 2015 | PAGE 13
Organizational Silos
Limited Development
Lack of Process Clarity
Organizational Silos
Inconsistent Service Delivery
APMP BID & PROPOSAL CON 2015 | PAGE 14
Organizational Silos
Limited Development
Lack of Process Clarity
Organizational Silos
Inconsistent Service Delivery
APMP BID & PROPOSAL CON 2015 | PAGE 15
Organizational Silos
Internal Team Communication
• Social media platform
⁃ Familiar concept
• Content
⁃ Exchange (private) news
⁃ Management updates
⁃ Polls and discussions
⁃ Wins
• Social experience (bonding)
Benefits
• Reduced hierarchies
• Clear communication channels
• Cross cultural communication
• Reduction of travel cost
Limited Development
Lack of Process Clarity
Organizational Silos
Inconsistent Service Delivery
• Win Rate
• Response SLAs
KPIs
APMP BID & PROPOSAL CON 2015 | PAGE 16
Limited Development
Lack of Process Clarity
Organizational Silos
Inconsistent Service Delivery
Breaking Silos
APMP BID & PROPOSAL CON 2015 | PAGE 17
Breaking Silos
Limited Development
Lack of Process Clarity
Organizational Silos
Inconsistent Service Delivery
APMP BID & PROPOSAL CON 2015 | PAGE 18
Breaking Silos
Limited Development
Lack of Process Clarity
Organizational Silos
Inconsistent Service Delivery
APMP BID & PROPOSAL CON 2015 | PAGE 19
Breaking Silos
Discussions between
different team members
Limited Development
Lack of Process Clarity
Organizational Silos
Inconsistent Service Delivery
APMP BID & PROPOSAL CON 2015 | PAGE 20
Breaking Silos
Limited Development
Lack of Process Clarity
Organizational Silos
Inconsistent Service Delivery
Content can be accessed
anytime
APMP BID & PROPOSAL CON 2015 | PAGE 21
Breaking Silos
Interactive Meetings
Chat box for moderator
Everyone can chat
Idea box
Content
Limited Development
Lack of Process Clarity
Organizational Silos
Inconsistent Service Delivery
APMP BID & PROPOSAL CON 2015 | PAGE 22
Limited Development
Lack of Process Clarity
Organizational Silos
Limited Development
Inconsistent Service Delivery
APMP BID & PROPOSAL CON 2015 | PAGE 23
Limited Development
Lack of Process Clarity
Organizational Silos
Limited Development
Inconsistent Service Delivery
APMP BID & PROPOSAL CON 2015 | PAGE 24
What is the biggest challenge regarding personal development?
Poll – Limited Development
No time between bids
No (personal) development plan
Limited development options in your teams
No manager support
APMP BID & PROPOSAL CON 2015 | PAGE 25
Limited Development
Cross Team Learning Platform
• Leverage corporate content where possible and developed role specific additional content
• Transparent development path
• Content
⁃ On-boarding path
⁃ Competency training
⁃ Development options
⁃ External certification
• Methods
⁃ Self directed learning
⁃ Listen to recordings
⁃ Learning groups
Benefits
• Motivation
• Job enrichment
• Career progression options
• Better outcomes
• Reduced manager direction
Lack of Process Clarity
Organizational Silos
Limited Development
Inconsistent Service Delivery
• Employee Engagement
• Conversion Rate
KPIs
APMP BID & PROPOSAL CON 2015 | PAGE 26
Enabling Development
Lack of Process Clarity
Organizational Silos
Limited Development
Inconsistent Service Delivery
APMP BID & PROPOSAL CON 2015 | PAGE 27
Enabling Development
Lack of Process Clarity
Organizational Silos
Limited Development
Inconsistent Service Delivery
APMP BID & PROPOSAL CON 2015 | PAGE 28
Lack of Process Clarity
Organizational Silos
Limited Development
Lack of Process Clarity
Inconsistent Service Delivery
APMP BID & PROPOSAL CON 2015 | PAGE 29
Lack of Process Clarity
Organizational Silos
Limited Development
Lack of Process Clarity
Inconsistent Service Delivery
APMP BID & PROPOSAL CON 2015 | PAGE 30
Lack of Process Clarity
Field focused Process Platform
• One stop shop for all bid related questions
• Single source of truth
• Content
⁃ Simple process guidelines
⁃ Proposal content
⁃ Q&A
⁃ Contacts
Benefits
• Time to productivity
• Efficiency of bid process
• Knowledge across teams
• Predictable business outcome
• Time to focus on key deals
Inconsistent Service Delivery
Organizational Silos
Limited Development
Lack of Process Clarity • Document Quality
• Pipeline touched
KPIs
APMP BID & PROPOSAL CON 2015 | PAGE 31
Guiding the Field
Organizational Silos
Limited Development
Lack of Process Clarity
Inconsistent Service Delivery
APMP BID & PROPOSAL CON 2015 | PAGE 32
Guiding the Field
Organizational Silos
Limited Development
Lack of Process Clarity
Inconsistent Service Delivery
APMP BID & PROPOSAL CON 2015 | PAGE 33
Summary of Achievements
Hot Button Solution Affected KPIs
Reliable service
delivery
Aligned processes through central collaborative documentation enabled by social media
Achievements
Inconsistent Service Delivery
• Utilization
• Customer
satisfaction
Full regional support
model
Integrated team through several communication options enabled by social media
Organizational Silos
• Win rate
• Response SLAs
Self driven
development
Personalized development and job progression enabled by social media
Limited Development
• Employee
engagement
• Document quality
Process excellenceOne stop shop for all bid process and related questions enabled by social media
Lack of Process Clarity
• Win rate
• Pipeline touched
APMP BID & PROPOSAL CON 2015 | PAGE 34
• Improved Knowledge
100% APMP Foundation certification rate for
all team members longer than 6 months in the team.
• Improved Performance
Increase across all business related KPIs.
• Improved Communication
Relevant partner to the business – same language.
• Continuous adaption and change
This journey will always continue.
Key Highlights
You can do this as
well – just start.!
APMP BID & PROPOSAL CON 2015 | PAGE 35
Questions
APMP BID & PROPOSAL CON 2015 | PAGE 36
Felix Becker
Manager, APJ Proposal Management
SAP Australia
+61 435 965 543
www.sap.com
Contact Us
APMP
PO Box 77272
Washington, DC
20013-7272
Phone: +1 - (202) 450-2549
www.apmp.org