ten slides in ten minutes - pondering imperfect proposals
DESCRIPTION
A brief look at some of the things that can cause Imperfect Proposals (customer and client submissions) to be craftedTRANSCRIPT
S S Ten Slides in Ten Minutes: Pondering Imperfect Proposals [Capturing the Hearts and Minds of Prospects & Customers]
Presented by:
Bill Graham CP.APMP
August, 2014
[email protected] Governance, Risk
& Compliance
Bid/Proposal Team
Bid Win/ Capture Strategy/Plan/s
Impact
Opportunity Support Systems
A Handful of Issues usually ensure the Crafting of Imperfect Proposals
Governance, Risk & Compliance
Bid/Proposal Team
Bid Win/ Capture Strategy/Plan/s
Impact
Opportunity Support Systems
Slide: 2
• Too many or too few • Inarticulate • Unskilled • Negative • Mediocre • Positional Power • Political Players • No ‘Bias for Action’ • Weak content crafters
Resources
• Risk Aversion • Lack of Controls • Inability to create honest assessments
GRC
• Operational • Transactional • No Account Plan • No Capture Plan • Over-Complicated • Ad-Hoc • Introversion • Badly Communicated • Positionally ‘forced’
Planning
• Non-Integrated • Administrative Burden • Irrelevant Functionality
Systems
Inhibitors are Barriers Built on Bad Foundations: Identify Them or Fail
Governance, Risk & Compliance
Bid/Proposal Team
Bid Win/ Capture Strategy/Plan/s
Impact
Opportunity Support Systems
Slide: 3
Resources
• Risk Aversion • Lack of Controls • Inability to create honest assessments
GRC
Planning
• Non-Integrated • Administrative Burdon • Irrelevant Functionality
Systems
Fear Management will destroy any Organisation
Bureaucracy will destroy any Organisation
Check your Organisation’s foundations for flaws
Ensure ‘Completeness of Intent’ by syndicating
• Operational • Transactional • No Account Plan • No Capture Plan • Over-Complicated • Ad-Hoc • Introversion • Badly Communicated • Positionally ‘forced’
• Too many or too few • Inarticulate • Unskilled • Negative • Mediocre • Positional Power • Political Players • No ‘Bias for Action’ • Weak content crafters
Slide: 4
Bad People, Processes and Systems are at the Heart of All Problems
Source: Sales Synthesis
1. Non Team-Players: Unhelpful, Unapproachable, Negative, Apathetic, Uncaring, Caustic 2. Political Animals: Self-Absorbed, Personal Ambitions Conflict with Organisational Needs 3. Unskilled Resources: Poor Recruitment Practices, Nepotism, Cronyism, Poor Decision-making, lack of business agility 4. Dated Resources: Mis-Aligned to Marketplace, Irrelevant, Ineffectual 5. No Positive Organisational Culture: Poor Recruitment Practices, Deadwood, 6. Guerrillas in the Midst: Competitor’s Ally, Disruptive, Disgruntled 7. Corporate Tourists: Retired at work, Focused on Personal Interests, Time-Wasters
1. Dated: Irrelevant, Administrative Overhead, Mis-Aligned to Best Practices 2. Bureaucratic: Cumbersome, Time-Wasting, Soul-Destroying 3. Silo’d: Disconnects across Business Units, Mismatched Data, Revenue Leakage, 4. Business Unit Relevance Only: Non-Functional for other Business Units, Meaningless to Organisation, Manual Interventions 5. Informal: Confusion, Optional, Irrational, 6. Over-Governance: Debilitating, Regulatory Strangulation, Stagnation
1. Outdated: Irrelevant, Administrative Overhead, Burdensome 2. Non-Integrated: Manual Interventions, Revenue Leakage, Time-Wasting 3. Monolithic: Feeding the Monster, Indivisible, Slow to Change, Glacial Inactivity 4. Inability to eBond: Islands of Data, No Linkage to Clients’ Systems, Insular Elements 5. Proprietary: Inability to Support International Standards, GRC (Governance, Risk, Compliance) challenged, Restrictive Growth and Evolution
People:
Processes:
Systems:
In many sales organisations there are People, Processes and Systems that inhibit effective and efficient sales activities.
Size does not Count
The Opinion Paradox
Source: Sales Synthesis
Number of Resources on the Bid Team
Productivity
The crest of sensibility
Slide: 5
Opinions and Positional Power do not a robust Bid
Team make
The trajectory of hopelessness
The Larger a Bid Team, the Lower the Resultant Productivity
Head Office
Regional Offices
National Offices
Head Office
Regional Offices
National Offices <operating as individual entities>
National Offices: • agility to compete • local knowledge • Focused on practical &
realistic growth
• administrative overhead • no local knowledge • additional reporting • invoicing/billing
dependent on non-local reward system
• local competitors have advantage/s
• culture clash • receptive gap • ‘one-size fits all’ challenge
Google: The company lacks the usual layers of middle-management, the hierarchical structure found in traditional corporations is non-existent – and not needed
Reciprocal Altruism
Slide: 6
Decisions: Traditional Global Organisations ‘smother’ National entities
Governance, Risk & Compliance (GRC) Permeates a Sound Organisation
An Example of IT GRC
Analyse GRC for all aspects of the Organisation – including Sales.
Get it Done or Give Up !
Slide: 7
Source: Unknown
Bid Management
Account Plans: When Well-Crafted, they Feed the Soul of a Sales Organisation
Customers
Clients
• Better client understanding, positioning your organisation to be able to offer thought leadership as a
competitive discriminator
• Understanding the heartbeat and soul of the client
• Client involvement and buy-in – potentially allowing active involvement in the client’s budgeting process
• Sharing of information across cross-functional business units
• Formulation of robust relevant account strategies (across geographies, business units etc.)
• Early warning and guidance for execution & delivery
• Learning for all parties involved (extended team)
• Better management insight / client portfolio management.
The Ramp of Client Retention
Slide: 8
Account Plan Capture Plan
Risk is filtered when the Service Provider understands the Client’s Business Framework and its relevance to ‘Proposals’
Slide: 9
Service Provider
Risk may be filtered by knowing the ‘heart & soul’ of a client through
robust Account Management
Clients
Reduced risk allows a Service Provider to be flexible in their Proposal crafting
approach
The Risk Rainbow
Risk
The Account Plan Reduces Risk, if Well-Crafted and Syndicated
Source: Sales Synthesis
• They Connect Throughout
• They are Understood with Ease
• They Leave No Questions Unanswered
• They Create Positive and Memorable Experiences
• They Ensure the Reader Leaves with a Positive Message.
Delivery Reader
Perception Receptive
Gap
Moment of Truth
Relevance
Slide: 10
Source: Sales Synthesis
Relevant Proposals Resonate with the Client
Do not let the crafting of a
Proposal become a Game
of Chance