Wednesday 27 June 2018

Considerations for strategic and successful bidding were discussed by Anne Blackie, head of bids and strategic accounts at Grant Thornton, during the second Guildford PM Forum event on 27 June 2018, held at the offices of Charles Russell Speechlys.

The dynamic session explored the bid evaluation process we should be considering to make the right strategic and commercial decisions, along with how to influence stakeholders and create a winning strategy.

To successfully evaluate bids, Anne first highlighted the many factors which play into what we bid for and how we bid, such as partnership models, rise of procurement and a regulated environment, in addition to looking strategically at those clients we aspire to attain, those we wish to grow and even those to perhaps divest.

So what are the reasons we win and lose proposals? Following a group brainstorming session of thoughts and experiences, Anne provided the five golden rules of winning a bid and advice on improving our chances of winning, along with the importance and best practice of undertaking independent feedback following a loss, so to improve approaches going forward.

We ended by examining how best to influence key stakeholders, with Anne’s key piece of advice being to put ourselves in the client’s shoes and to use value propositions (specific, measurable results) to clearly differentiate ourselves from others.

Anne concluded the insightful session with a light-hearted, but pertinent account to illustrate the value of understanding what the client really wants, rather than with what we think they want.

Overall, a sequel which lives up to the first – with hopefully more in the Guildford PM Forum series to come.

Teya Humphris 
Stevens & Bolton