Our services include a wide range of essential mentoring and support activities, research and tools that help our clients to fast forward on priority issues.
- Bid Support Services to address specific areas where improvement is sought (tender interview coaching, reviews for ‘must-win’ bids and approaches that drive more effective bid selection, for example)
- An interim role within a client’s organisation to revitalise approaches
- Studies that give an objective view of organisations’ most valued clients’ future plans and perceptions
- Digitisation of work winning provides opportunities for leaders to improve management decisions, enhance processes, develop and use new products and services and challenge traditional business winning models.
In 2014, in association with Professor Will Hughes of the University of Reading, MarketingWorks updated our 2003 research assessing how bid cost investment affects work winning within the construction industry.
“Philip Collard’s credibility and good rapport with our people, combined with MarketingWorks’ significant capability and support, achieved the results we desired and we continue to improve all the while,”
Bid Support Services
Flexible support for all win work activities
Our PQQ offers
Analysis of PQQ:
Client-centric question analysis to uncover what it is trying to achieve; what response it is trying to elicit; what response is required and what response would score highly. Uncovering client and stakeholder drivers
Breaking down questions into sub-needs Providing exemplar narrative to guide PQQ writers
Review collateral and narrative Feedback on response narrative Contribution to written response Insights suggested with revisions and improvements
Contribute linkages to client-centric requirements
Our selectivity offers
We provide standard selectivity matrices and tools. We can also bespoke these tools based on a diagnostic of your bid performance over 12-18 months. We can help leadership and/or bid teams to develop or enhance their current selectivity matrices.
Our bid mobilisation/tender launch offers
Facilitation of bid mobilisation/tender launch meeting. Chair the event, or support the bid leader to:
- discuss and agree bid strategies and win themes
- draw out understanding of client needs and potential solutions to help bid team to develop aligned solutions and win strategies
This service provides an independent perspective, develops and refreshes the bid team’s skills through working on a live opportunity, as well as adding value to the individual bid itself.
We use tried and tested exemplar approaches and processes. Bid team members are provided with valuable bidding tools and prompts that will be a legacy for their use in future bids.
Our developing persuasive proposals offers
Provide exemplar narrative to guide bid writers Exemplar written responses for agreed win themes Reviews of all collateral for all members of the bid team. Narrative upgrades and reviews Compliance
Red Team Reviews
Provide an objective critique of your bid Bid team supplied with checklists and prompts to prepare for Red Team Reviews with Philip Collard. Structures In agreed timescales
Our offers for live client-centric presentations and Q&A interviews
Facilitation of tender interview preparation Ensuring win themes and agreed messages are embedded – team and individual
Coaching in presentation skills and behaviours
- Team dynamics
- How the bid team works as a team and how it interfaces with the client/client team
Prepare and coordinate interchanges
Role play with MarketingWorks as client, challenging agreed and non-agreed questions
Facilitate review of presentation with checklists and prompts
Our feedback and review offers
Post-bid client feedback
Support tools and prompts to uncover feedback and understand lessons learnt: whether bid was won or lost.
Audits & Review
Review/audit success of work winning processes/ governance Reviews to inform strategic pursuit, selectivity tool and win work process to identify any adjustments needed. Review operations delivery performance to exploit client KPIs and expectations in frameworks.