A program designed for organisations reliant on winning bids, tenders and proposals in highly competitive commercial environments. More specifically, this program is for those wanting to adopt genuinely strategic thought processes in order to achieve a consistent flow of successes.
In two intense days, you’ll learn how to (a) effectively facilitate deep-thinking bid strategy workshops, and (b) produce well-researched, insightful and user-friendly blueprints that provide authoritative and comprehensive guidance to bid teams in the writing phase of proposal production.
Who Should Attend
Any executive interested in catalysing an improvement in his or her organisation’s approach to competing for high-value or otherwise business-critical accounts, contracts or projects.
At the more hands-on level, the course content and objectives apply to sales managers, business development managers and bid team leaders.
It’s equally applicable to leaders of small or medium-sized enterprises.
What You’ll Learn
The overarching objective of the program is to instil executives with the ability to develop strong, well-researched and competitively superior pursuit and bid strategies and, similarly, to be able to teach their teams how to do so. Directly related to this objective is to instil the ability to either produce, or direct the production of, a meaningful, user-friendly strategy blueprint for bid writers and subject matter experts to follow in their production of submission documentation.
This involves (but is not limited to) generating a solid appreciation of, and competency in, the three principal strategy-related stages of a pursuit i.e.:
(a) Conduct of research and investigative relationship-building activities prior to the release of the customer/client organisation’s market call documentation (seven specific points of competence to be attained).
(b) Detailed study of the formal market call documentation (where applicable) (three specific points of competence to be attained).
(c) Strategy formulation and documentation (There are numerous steps within this particular stage of the program. Taught “live and in flow” in the context of a “real-world” bid; not static or template-based.)
Senior management will learn to provide effective direction and discern appropriate levels of involvement in high-value pursuits, in order to ensure the support of corporate objectives and growth goals through peak performance in the bidding arena.
Pursuit leaders will learn new skills for the formulation and documentation of pursuit or bid strategy. They’ll hone their abilities in the following areas:
- Effectively facilitating a bid strategy development workshop.
- Converting insights into meaningful intelligence, and using that intelligence to formulate sharp, well-informed, competitively superior bid strategies.
- Documenting a bid strategy in a comprehensive, meaningful way to guide a bid team in the production of the proposal documentation.
Bid team members will sharpen their existing skills in the development of a pursuit-relevant, comprehensive and competitively superior client or customer knowledge base. They’ll learn how to boost their team’s ability to build a foundation of strategic knowledge about the client/customer, its environment and the specifics of the procurement in question. And they’ll learn ways to put it to the most competitively effective use.
The Way It Works
This will be not only a highly interactive course, it will also be delivered as “transformational” versus merely “informational” learning. My educational programs are based, in their entirety, on my own Intellectual Property, as contained in the more than a dozen books I’ve authored on bid strategy and writing, business development, and marketing.
“The problem with most formal, pre-packaged training courses is that they rely on the overlaying of processes onto teams and people, who often don’t find the adoption of these either natural or easy.
“By contrast, I assess the existing skill levels and talents of each individual I coach, and teach them new ways of thinking that they can then integrate within their own modus operandi. They learn to integrate the skills I teach, such that they form part of their own thought processes, and their own practices.”
Transformational vs Simply Informational
Jordan Kelly Coaching Intensives build on the wealth of knowledge – and teach the skills discussed in my various books and educational products . . . and most especially the principles and philosophies in my flagship book: Think & Win Bids: Winning High-Stakes, High-Value Bids through Superior Questioning, Listening and Thinking Skills.
These transformational educational events are for organisations reliant on winning bids, tenders and proposals in highly competitive environments. Specifically, they’re for those wanting to learn and adopt genuinely strategic thought processes in order to achieve a consistent flow of wins.
These programs equip executives / bid teams and their leaders with the diverse yet interconnected range of skills essential to (a) pursue important opportunities in a well-researched, co-ordinated and strategic manner, and (b) to produce high-quality, insightful and customer-centric submissions.
The Difference is A New Thought Process & A New Modus Operandi
There’s a world of difference between my coaching intensive experiences and those of other “training” consultancies. You’ll learn new ways to approach mission-critical pursuits and proposals . . . you’ll learn to quite literally think your bid across the finish line.
I believe the fundamental skills of a genuinely sharp, sustainably successful bid/proposal/tender professional are (1) the ability to think, listen and ask quality questions, (2) the capacity and willingness to think . . . deeply, logically, strategically and client-centrically, (3) the ability to nimbly pull together the various key components of strategy, and (4) the ability to articulate that strategy – clearly and compellingly (or to recognise when a writer has or has not done so).
A Holistic Approach is Essential to Sales & Bid Connectivity
Further to that, good bidding practices are underpinned by principles that apply, universally, across the entire sales process: from researching a prospective client organisation, throughout contract or project delivery, and on to after-sales service and the ongoing nurturing of the business relationship.
Yet most training programs treat the production of bids, tenders and proposals as an exercise that is all but discrete from the broader business development and sales discipline.
Certainly, the members of a bid or pursuit team must, collectively, possess a self-contained and complex web of talents and capabilities specific to the task. But you can’t afford for them to operate in a vacuum, with processes disconnected from the activities and input of other key players in your organisation.
And yet the sad fact is that few, if any, tender and proposal trainers or coaches actively recognise the importance of these vital connection points, and even fewer know how to coach you to optimise them.
So while I ensure the participants of my coaching intensives come away with a solid, detailed and hands-on understanding of every single skill required to seek, optimise, execute on and articulate the intelligence that leads to winning high-value bids, tenders and proposals, that’s just a component of the bigger picture of my coaching programs. I also ensure your people depart with the insights and skills to work in close alignment both with your business development (“BD”) and with your delivery teams, multiplying the value of all the inputs in the business development and customer care continuum.
That’s the way you not only win contracts more convincingly and with greater ease, but also the way you retain those contracts for the long haul, or position your organisation for profitable repeat business.
Two Intense Days of New Skill Assimilation
In two intense days, you’ll learn how to facilitate and formulate well-researched, insightful and competitively advantageous bid strategies; how to produce a user-friendly strategy blueprint for your team to work from, and how to write compelling submissions.
We’ll cover all the below, and a whole lot more:
- The importance of understanding your customer or client organisation and its procurement from a holistic (versus a narrow, service- or product-focused) perspective
- How to gain a detailed and bid-winning appreciation of the procurement psyche of your prospective customer or client organisation
- How to determine the most valuable information to acquire about a customer or client organisation’s intended procurement and the bigger picture directing or impacting it
- How to plan for the acquisition of the above points of critical knowledge
- The difference between high-value and low-value conversations and how to plan for the former
- The specific differences between great listeners and average listeners
- What highly effective business development operatives and bid professionals do that average ones don't
- The many types of information available to help inform your bid strategy, and how to source them
- Little-known sources of competitor information
- The criticality of channelling information back, in a valuable format, from the client or customer coalface to the bid team
- What you need to know when your client organisation has its own (up-the-line) client
- How to take advantage of arrogance on the part of the competition
- The importance of avoiding arrogance in your own organisation
- The value of “sleuthing” the customer’s documentation versus simply “reading” it
- The critical distinction between “features” and “benefits” and how to capitalise on your ability to translate one into the other
- What constitutes bid strategy . . . and what doesn’t
- How to turn raw information into bid-winning intelligence
- Working wide while drilling deep in the strategy formulation phase
- How to develop a winning bid strategy
- Why “thorough” is the best default position when it comes to strategy
- Why talk of “silver bullets” is naive
- How to avoid confusing tactics with strategy
- Why templating is the opposite of thinking
- The importance of documenting your bid blueprint in detail
- How to position your organisation as a trusted advisor
- How to get the most out of a de-brief
- How to hire the most effective professional support
If your business development and bid teams are genuinely ready to be coached at this level, and with this degree of emphasis on behavioural change and the associated results, call me.