Mind the gap between you and the competition


Identifying changes and responding to them quickly and more effectively than your competitors. Sharing some of the new approaches that buyers are using.
For how many decades have bid teams and the practitioners that support them advocated that you must differentiate against your competitors? And still the difference between first and second place on a bid averages at less than one percent.

Buyers and customers know that a 1% improvement can be achieved in a red team. Indeed, good bid practice throughout can deliver 5-10% of marks. So buyers know that the bid can be won or lost on the quality of the bid team. However, they fear they are selecting the best sales effort and not necessarily the best partner to work with in the long term.

You may understand this, but did you know the buyers are doing something about it and we are finding that bidders are generally slow on the uptake. Carrying on as normal may cost you dearly in missing deals you could be winning. Learn how customers like MOD and HS2 are moving the goalposts and what you need to know about it from the company that is helping them make the change.
Takeaway:
  • Identify changes and respond to them quickly and more effectively than your competitors.
  • Learn new approaches buyers are using.
  • Identify areas where you leave precious marks on the table.

Graeme Robson

Graeme Robson, Bid Sector Lead, Commerce Decisions, first discovered the world of bidding 25 years ago when preparing IBM for a major bid. He asked if anyone could quickly explain what the customer was looking to achieve - it didn't prove to be a simple question, they had lost their focus on the customer. APMP has done a great deal to move the bid profession forwards, ably supported by the many training and consultancy businesses, but, the same mistakes continue to be made. Too many bidders still make the same mistakes, respond poorly to bids and often score far less than they should. Graeme is now helping buyers and bidders to align more; exploring how to help bidders win more effectively while achieving better outcomes for the end user and better value for the tax payer.