Post on 01-Sep-2014
description
Cumbria Under Construction
Bids that Winmartin brown
t: @fairsnape
martin browne:
fairsnape@gmail.com
Built EnvironmentIndustry Today
martin brown
BrundtlandDefinition 1987"Sustainable development meets the needs of the present without compromising the ability of future generations to meet their own needs."
“We can’t solve today’s problems by using the same kind of thinking
we used when we created them.”
how did we get to 2012 and still be talking about these issues
We want better communication
The world is connected
The world is transparent
creativecommoners
The world loves to share ...
The world finds services online ...Architect Map
The world seeks innovation and differentiation
The World is Collaborative
BIM
And digital ...
The world is becoming socially responsible
The world is Eco-Refitting
And seeking Living Buildings ...
Grounded
Star Gazing
Innovative
Solid and Reliable
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Clients requirements are becoming increasingly
sophisticated.
What have you done differently?
Cumbria Under Construction
Bids that Winmartin brown
t: @fairsnape
martin browne:
fairsnape@gmail.com
t: @fairsnape
martin brown
e: fairsnape@gmail.com
PLAN ... to win work
DO ... producing winning bids
CHECK ... monitor performance
ACT ... learn and improve
BID SUCCESS FOUR STEP
PROGRAMME
How much time do you spend on Bidding?
What are your bid costs?
What is your success rate?
you don’t win work at tender stage
who does?
those who delight clientsand
are better than the others
t: @fairsnape
martin brown
e: fairsnape@gmail.com
PQQ Winners plan to win
Have Customer/Market Intelligence Are well informed and visible
Have sound Bid ProcessHave Supply Chain common goals
Articulate evidence Are a Fit Organisation
Innovate and offer solutions
have ‘extra zap’
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Do you +ZAP energy
Do you -SAP energyOr
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Q What's your Differentiator?
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Your Differentiator
Hard to copy
Com
petit
ive
stre
ngth
s
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Your Differentiator
Hard to copy
Products and Services
Organisationalstructure
Processes
Com
petit
ive
stre
ngth
s
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Your Differentiator
Hard to copy
Products and Services
Values andthe way
people work together
Suppliers and Customers
Organisationalstructure
Processes
People
Your Crown JewelsC
ompe
titiv
e st
reng
ths
t: @fairsnape
martin brown
e: fairsnape@gmail.com
“Getting SELECTED notDE-SELECTED ”
the Bid Process
WINNER
expression of interest
Stage 1 - technical
Stage 2 - cost
Interviews
Preferred Bidder
PQQ
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Bid TrapsHow to deselect yourself
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Not Understanding the Bid, assessment, scoring, weighting …
Bid TrapsHow to deselect yourself
t: @fairsnape
martin brown
e: fairsnape@gmail.com
0 - Unacceptable1 - Very weak - almost unacceptable2 - Weak - well below expectations3 - Poor - below expectations4 - Satisfactory but below expectations5 - Meets expectations6 - Slightly exceeds expectations7 - Good well above expectations8 - Very good9 - Outstanding10 - Exceptional
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Not answering the questions All the question parts
Bid TrapsHow to deselect yourself
You don’t get points for blanks
t: @fairsnape
martin brown
e: fairsnape@gmail.com
No or little Evidence
Riding on 'others' Evidence
Bid TrapsHow to deselect yourself
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Evidence Evidence Evidence
Anecdotal ComprehensiveQuestionable Believable Compelling
Winners articulate evidence
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Questionable Response
Bid TrapsHow to deselect yourself
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Bid …In Practice … Online
… transparency
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Poorly Structured Response
Bid TrapsHow to deselect yourself
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Not a team Response
Bid TrapsHow to deselect yourself
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Unclear Response
Bid TrapsHow to deselect yourself
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Unclear Response
Bid TrapsHow to deselect yourself
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Too Long
Too Short
Word Limits
Bid TrapsHow to deselect yourself
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Difficult to navigate
Hard to read
Not easy for assessor
Bid TrapsHow to deselect yourself
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Familiarity
Bid TrapsHow to deselect yourself
Don’t Assume
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Copy Cat
Copied from other bids
Copied from websites
Bid TrapsHow to deselect yourself
t: @fairsnape
martin brown
e: fairsnape@gmail.com
No Independent Review
Silly Errors
Bid TrapsHow to deselect yourself
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Interviews and Presentations
Throwing it away at the end
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Using Feedback
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Written Meetings
Feedback Events Independent
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Overall
Subject Areas
Questions
… over last 5 PQQ’s ?Review - Trends
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Review - SWOT
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Review - SWOT
No CSR StrategyNo Sub Contractor Input
Measured CO2Top score on ‘people’
Client insight to CSR (localism)Client wants to understand our CO2 calc
Our S/C writing for competitor bidsBad publicity on current job for client
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Improve Practice
Improve Best Practice Capture
Improve Articulation
Improve Submission
Act Improving Future Bids
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Act - Visibility
Who is amplifying your message
Who is damaging your image
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Do you +ZAP energy
Do you -SAP energyOr
Do your bids inspire?
Are your bids hard work?
Using
social media
In bidding
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Keeping Informed
Being Visible
Conversations that lead to Relationships
Innovate
Collaborative Bid writing
Winning Work
Why use social media
“If we don’t get this right Gen X and Gen Y won’t want to work for us but they will want to work for someone else”
“you cant hide anything from us … we are to social media savvy”
t: @fairsnape
martin brown
e: fairsnape@gmail.com
Web Project Sheets Links to
Building / Facilities websiteInnovative solutionsClient websiteContractor websiteSupply Chain linksProject Blogs + ImagesGoogle Maps
QR Code (for accessing online info from printed version)
AllowFeedbackRSS Sharing onwards
Make project sheets come alive again
What is your response to social media? What is your Clients?
t: @fairsnape
martin browne:
fairsnape@gmail.com
Support Sessions:
Wining WorkGreen Deal
Construction ImprovementSustainability and CSR
Understanding Social Media