Supporting Business Performance Improvement

Supporting Business Performance Improvement Through Tenders

08 Fall

Atman Strategy Ltd, Suites 3 & 4, Holy Oak Farm, www.JoinedUpStrategy.com Worcester, WR7 4NH, UK

2

ATMAN Joined Up Strategy

Success by Aligning Sales and Procurement with a JoinedUpStrategy

www.JoinedUpStrategy.com

Contents

Sales Development Through Tenders ............................................. 3

Atman’s Primary Support Programme ................................... 5

Myths About Tendering ............................................................ 8

Tenders From a Procurement Perspective ..................................... 9

Atman Focused and Effective Support With Tendering: ........... 11

3




Sales Development Through Tenders

The Holistic Approach to Tendered Sales Support

4




Each year in the UK alone over half of all Business-2-Business trade is conducted via a tender process, business valued at in excess of £300 Billion (US$470 Billion, €380 Billion) across all sectors, a valuable source of long term and secure contribution to business growth.

However, many businesses do not ensure that this channel is a fundamental, efficient and cost effective piece of their sales and development strategy. They often find themselves wasting valuable resources and making far less gain than they could, or should.

In recognition of this wide spread challenge, Atman delivers a range of Tender Support Measures for both our national and international clients. A range of measures that enable them to:

Develop their tendered sales channels, expertise and competence

Win a higher level of sustainable, profitable and long-term business through effective tendering and bid management

Easily access opportunities relevant to them

5




Atman’s Primary Support Programme Our tender support consists of a suite of key solutions focused on helping clients through building a solution to suit their needs. Anything from a one-off intervention to a programme that is purpose built in support of building a greater understanding of tendering, developing the skills and competencies required to submit compelling bids or to refine current tendered sales channel direction.

Bid Review and Feedback Tendering can be an expensive, time consuming and sometimes demoralising process that all too often results in the familiar reason for failure as “beaten on price”. Our experience of tendering from both a sales and procurement perspective however shows that the real reason is often far more fundamental; the bid simply failed to resonate with the buyer. In helping clients overcome this hurdle we complete a detailed bid review and audit where the key outputs and feedback drive the enhancement of future bids leading to an improved success rate. A programme of support ideally suited to clients who are embarking on development of a tendered sales channel and who recognise that they would benefit from additional support and guidance to establish effective bid management at an early stage or those who have found that their bidding performance has plateaued and they need to make a step change.

Bid Training and Development Atman’s bid training programme is built around your business needs and specific pressure points enabling you to understand the fundamentals of bidding and how to generate an effective bid process or how to overcome the specific hurdles you face in your bidding. Training that will enable you to develop a platform that will increase sales through a sustainable and profitable sales channel.

6




Process Development In addition to the advantages of the Bid Review & Feedback and specific development of your current bidding through our Bid Training & Development, Atman Process Development programme that consists of provide a one-day training session covering public procurement and bid management and then work with you to build an effective tendered sales process. Whether starting from scratch or reviewing and rebuilding a current process, outputs include an optimum system along with key templates that not only work to meet the wider needs of the buyer but is aligned to your business and operational restraints. A programme of support ideally suited to clients who have identified the benefits of the tendered sales channel as a route to increased revenue and wish to accelerate their performance and return.

All Encompassing Tender Support A programme that includes all of the elements of our Bid Review and Feedback, Training and Process Development programmes but with the addition of a Tender Search facility whereby a focused search of procurement portals is carried out on your behalf and opportunities meeting an agreed scope of deliverability are provided directly to your inbox on a regular basis.

Provided training and training literature to improve our understanding of how and why businesses go out to tender. The training was rolled out efficiently and professionally and working together we believe, will increase our success rate. Head of Customer Services, Asset Management Services Provider, Europe

Saves us in the region of half a day of work in their tender search service, but working with us on our process gave instant results with our first contract win in quite some time!! ��Managing Director, Market Research, Spain

7




Tender Searches A focused search of procurement portals is carried out on your behalf and opportunities meeting an agreed scope of deliverability provided to your sales team leaders. Ideally suited to clients who have both a developed and resourced sales/bid team function, and clearly defined processes in order to effectively win tendered opportunities.

Bid Debrief Support in attending or to gain the advantage of perceived impartiality by the buyer, leading bid debrief sessions with the tendering body to establish areas of deliverability miss match and development for your business.

Bid Management Interactive on site coaching and mentoring of the bid team to assist in effective bid preparation and submission. Proactive Procurement Schedule Research Focused on your specific needs. Interviewing of target customer procurement teams to establish key information relating to the current and forward planning of their tendered procurement spend.

Have been providing our tender search provision for some time now and we would not be without them.Managing Director, Waste Management, UK The difference to our success rate is astounding! Sales Director, Consumables Supply, UK

8




Myths About Tendering

Myth: Many business owners and company directors will say that tendering for contracts, whether public or private, is a time consuming, expensive, generally painful and long-winded tick box exercise. Evidenced by the sheer volume of businesses that consume a lot of effort ticking such boxes yet can rarely point to success, surely they must be right?

Truth: Well, no, not exactly. Tendering is a complex sales process and navigating through the many pitfalls is not always an easy one. But get it right, and tendering for contracts fast becomes a key piece of the sales growth strategy. The concepts behind why tenders are used in procurement, how the buyer reviews and assesses your submissions , as well as how to manage your decision making, communication and bidding process are key in maximising your chances of success. Bringing this learning into the relevant areas of your business is key to Atman support.

‘Atman has helped my company significantly improve our Pre-Qualifying and Tendering Process. A consummate professional who offered constructive criticism and support at every stage, helping us to see where our strengths were, as well as pointing out where we could improve. Of course advice is only of use if it achieves results- and this input directly led to us receiving more Tenders than previously. Was a very positive experience and we shared similar views on a number of subjects, ensuring the working relationship was enjoyable as well as successful. I would have no hesitation in making a recommendation to anyone looking to improve their tendering processes. ��’ Head of Business Development, Tier 1 Defence Supplier, UK

9




Tenders From a Procurement Perspective

For a more detailed version please see our World Class Procurement Through Tenders.

End-to-End Cost Efficient Sourcing

10




Having end-to-end cost efficient sourcing strategies will always encompass the need for an embedded tendering and effective supplier relationship management process. Whether sourcing locally, nationally or internationally, the use of specialist and dedicated assistance such as that provided by Atman is a key step in the implementation of the road to world-class procurement and supply chain management. Atman delivers specific tendered procurement training or a purpose built programme of measures individually built to match client requirement whilst ensuring a balance of strategy, goals, operational capability, and internal resource availability. Typical key aspects in helping clients build an effective tendered procurement process include:

Tender document creation and enhancement

Vendor pre-qualification structures

Tender evaluation systems

Multi tier vendor auditing

Service level management

Vendor relationship management

11 Success by Aligning Sales and Procurement with a JoinedUpStrategy



Atman Focused and Effective Support With Tendering: Whether you need:

Bid Review Reviewing your bid submissions, providing feedback and identifying areas to improve upon in order to increase your bid to win ratio.

Bid Training Taking staff through the tender process enabling them to grasp the reasons why tenders are used, how they are used and key things that you should, and should not do.

Process Development Reviewing your current processes, developing them, and introducing new ones to assist your business to manage tenders and win contracts in a more efficient, effective manner. Support in identifying exactly what the buyer looks for in a tender submission and how to ensure that you are building and presenting your bid in the best possible light.

All Encompassing Tender support Bid Review, Training, Process Development, and a Tender Search facility.

Procurement Through Tendering Helps clients build an effective tendered procurement process.

12




Contact us to see how Atman can help you with Tendering

By Email: [email protected] At Our Office: Suites 3 &4, Holy Oak Farm, Worcestershire, WR7 4NH

Supporting Business Performance Improvement

Documents

Transcript of Supporting Business Performance Improvement