Collaborating to win tenders
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Transcript of Collaborating to win tenders
Flying in FormationFlying in FormationFlying in FormationFlying in Formation
Collaborating to win and deliver tenders and
contracts
Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
What is a tender client looking for?What is a tender client looking for?What is a tender client looking for?What is a tender client looking for?
CONFIDENCE
● That you have the ability to deliver every aspect of what's needed
● That you have the capacity (human and financial) to deliver
● That you have contingency in place to deal with the unexpected
● That they will have proper recourse if things go wrong
A properly set up collaboration can deliver this.
Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Why collaborate?Why collaborate?Why collaborate?Why collaborate?
TO OFFER A COMPREHENSIVE SOLUTION
● Your services work in tandem or in sequence with those from different businesses, all of whom have the same target prospects.
● Partnering to create a coherent team that operates through a separate identifiable vehicle creates additional value for everyone:
● Clients get a comprehensive solution delivered by experts at every level while dealing with a single entity.
● Partners can market a much more compelling package and share the overheads of doing so without compromising their expertise.
Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Why collaborate?Why collaborate?Why collaborate?Why collaborate?
ONLY DO WHAT ONLY YOU CAN DO
Collaborating with carefully selected, robust businesses with shared values and complementary capabilities:
● allows each business to keep its own identity and reputation● ensures each business concentrates on doing what it is really good at ● reduces risk ● increases flexibility ● delivers a quicker return on investment for all concerned
Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Why collaborate?Why collaborate?Why collaborate?Why collaborate?
CHOOSE WHO YOU WORK WITH
It takes Ace Pilots to fly in formation - Ace Pilots who can utterly rely on each other because they have:
● Shared Values
● Congruent Purposes
● Overlapping Value Propositions
● Distinct Responsibilities
● Clear Processes
● Fair Contracts
If you don't choose who you work with, your client will.
Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
How to do it – The IdealHow to do it – The IdealHow to do it – The IdealHow to do it – The Ideal
Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Identify Opportunity
Step 1 – Identify an opportunityStep 1 – Identify an opportunityStep 1 – Identify an opportunityStep 1 – Identify an opportunity
Identify an opportunity that fits with your own Value Proposition and Plan but which you do not currently have the resource or capability to exploit as you would like.
Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Make sure your own business is ready to fly in formation, with all the following in place:
● A clearly articulated Value Proposition.● A Vision and a Target Number, plus a Plan for
getting there● A Marketing Strategy and Marketing Plan that
will deliver the Vision and the Target Number.● An efficient, scaleable business that can grow
and still deliver on its promises.
Ensure Your Business Is an Ace Pilot
Step 2 – Ensure you are an Ace PilotStep 2 – Ensure you are an Ace PilotStep 2 – Ensure you are an Ace PilotStep 2 – Ensure you are an Ace Pilot
Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Look for other businesses who concentrate on doing the things you can't. Make sure that they are also ready to fly in formation with:
● A clearly articulated Value Proposition that overlaps with yours by at least 50%
● A Vision and a Target Number, plus a Plan for getting there
● A Marketing Strategy and Marketing Plan that will deliver the Vision and the Target Number.
● An efficient, scaleable business that can grow and still deliver on its promises.
Identify Potential Partners
Step 3 – Identify Potential PartnersStep 3 – Identify Potential PartnersStep 3 – Identify Potential PartnersStep 3 – Identify Potential Partners
Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Set up a collaboration vehicle (e.g. joint venture, LLP) that has the following in place:
● A clearly articulated Value Proposition and Vision
● A Target Number and a Plan for getting there● It's own 'Haynes Manual' - documented
processes that show how each participant contributes to delivering the Value Proposition and Plan.
● Service Level Agreements to reassure prospects.
● A mechanism for funding development
Set up Collaboration
Vehicle
Step 4 – Set up a Collaboration VehicleStep 4 – Set up a Collaboration VehicleStep 4 – Set up a Collaboration VehicleStep 4 – Set up a Collaboration Vehicle
Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Practice flying together on a trial project – perhaps work you've already won or already do.
Use this trial to clarify responsibilities, mesh business processes and iron out glitches.
Run a Trial
Step 5 – Run a TrialStep 5 – Run a TrialStep 5 – Run a TrialStep 5 – Run a Trial
Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Once you are all happy that the Collaboration is working well and fairly:
● Refine the Value Proposition and Vision● Refine the Target Number and Plan● Finalise your 'Haynes Manual' ● Finalise your Service Level Agreements● Finalise the funding mechanism
Formalise Your
Collaboration
Step 6 – Formalise your CollaborationStep 6 – Formalise your CollaborationStep 6 – Formalise your CollaborationStep 6 – Formalise your Collaboration
Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
How to do it – The PragmaticHow to do it – The PragmaticHow to do it – The PragmaticHow to do it – The Pragmatic
Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
● Get together with 2 or 3 complementary businesses you know like and trust.
● Explore how you you can work together to deliver what's needed.
● Define the Value Proposition and Vision for your Collaborative together.
● Define the Collaborative's financial target and draw up a plan for getting there.
Explore Opportunity
Step 1 – Explore the OpportunityStep 1 – Explore the OpportunityStep 1 – Explore the OpportunityStep 1 – Explore the Opportunity
Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
● Agree how you will work together● Then nail it down by defining the 'Haynes
Manual' for what the Collaborative does - documented processes that show how each participant contributes to delivering the Value Proposition and Plan.
● Provide at least outline Service Level Agreements to reassure your prospects.
● Agree how you will initially fund and underwrite the collaborative.
Set up Collaboration
Vehicle
Step 2 – Set up a Collaboration VehicleStep 2 – Set up a Collaboration VehicleStep 2 – Set up a Collaboration VehicleStep 2 – Set up a Collaboration Vehicle
Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Practice flying together on a trial project – perhaps work you've already won or already do.
Use this trial to clarify responsibilities, mesh business processes and iron out glitches.
Run a Trial
Step 3 – Run a TrialStep 3 – Run a TrialStep 3 – Run a TrialStep 3 – Run a Trial
Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Once you are all happy that the Collaborative is working well and fairly:
● Turn it into a proper legal entity
● Refine the Value Proposition and Vision
● Refine the Target Number and Plan● Finalise your 'Haynes Manual' ● Finalise Service Level Agreements● Finalise your funding mechanism
Formalise Your
Collaboration
Step 4 – Formalise your CollaborationStep 4 – Formalise your CollaborationStep 4 – Formalise your CollaborationStep 4 – Formalise your Collaboration
Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Make sure each participating business is ready to fly in formation for the next project, with all the following in place:
● A clearly articulated Value Proposition.● A Vision and a Target Number, plus a Plan
for getting there● A Marketing Strategy and Marketing Plan
that will deliver the Vision and the Target Number.
● An efficient, scaleable business that can grow and still deliver on its promises.
Ensure each Participant
Is an Ace Pilot
Step 5 – Ensure you are all Ace PilotsStep 5 – Ensure you are all Ace PilotsStep 5 – Ensure you are all Ace PilotsStep 5 – Ensure you are all Ace Pilots
Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Where Gibbs & Partners fits inWhere Gibbs & Partners fits inWhere Gibbs & Partners fits inWhere Gibbs & Partners fits in
WE OFFER:● An extensive network of business contacts● A process for identifying and matching Values, Purposes and Value
Propositions● A process for creating Ace Pilots● Practical help to get into Formation● Ultimately a platform for creating new and ongoing collaborations with
a squadron of Ace Pilots
Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Want to know more?Want to know more?Want to know more?Want to know more?
● Talk to me
● Email me: [email protected]
● Phone me: 0845 5820 144
Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Thank youThank youThank youThank you