Books & Training Resources

Learn:

• How to gain a deep understanding of the client’s world, its project and the “bigger picture” inside which it operates . . . and how to base your bid on those critical insights.
• How to source the client’s business case before formulating your bid strategy.
• How to identify the prospect’s or client’s invisible success criteria.
• The success-critical role of the business development (“BD”) team or executive.
• Six signs of an ineffective client interface and strategies for correction.
• 15 characteristics of an effective listener (anyone without these shouldn’t be tasked with gathering or transferring information between the prospect/client and the bid team).
• What to do to ensure against weak connection points in the communication chain.
• One of the richest and yet most overlooked sources of client and competitor intelligence.
• Proper preparation for formulating bid strategy.
• What bid strategy actually is.
• Why you should shake off the “pitch” mentality ASAP.
• How to think from the prospect’s / client’s head.
• The inherent dangers of tools and templates.
• (For infrastructure delivery agencies, or “clients”) Why clarity is king in Expressions of Interest and Request for Proposal criteria.
• (For clients) How to effectively police probity and IP in the price-competitive, dual-proponent alliance selection process.
• Protecting your Intellectual Property (IP) throughout the bidding process.
• How to put together a high-performing bid team.
• How to hire in the skill sets that most directly support your needs and objectives.
• Why “A Good Executive Summary is Priceless”.
• 14 tips (or rather, a set of 14 detailed instructions) for making your bid writing work.
• How last-minute panic shows up in the end product (without fail) and the steps and strategies you must employ to avoid it.
• How to create genuinely compelling case studies that press all the prospect’s hot buttons.
• How to compose a highly project-specific Curriculum Vitae that makes the subject a “must-have” team member.
• How to ensure the bid strategy supports a top-notch performance at shortlistee interviews.
• What clients can do to make bidding more affordable for organisations responding to their EOIs and RFPs.
• What bidders can do to make responding more affordable for themselves.
• Using all components of the bid budget with savvy.