"tender lessons from my irish mammy!"

© 2015 Precise Proposals Ltd

Tender lessons from my Irish mammyMICHAEL GERNER

PRINCIPAL DIRECTOR, PRECISE PROPOSALS LTD


Tender lessons to benefit you

Maximise your success on tenders & proposals by learning about:

�Contortionism

�Hypocrisy

�Anticipation


My mother taught me:

Contortionism:

Will you look at

that dirt on the

back of your

neck!


Look from your client’s perspectiveRule Explanation

Start with the client Their name should be first

Hot buttons Pain points

Excitement points

WIIFM What’s In It For Me? (The client!)

Why are they asking? What’s the question behind the question?

5 to 1 rule of thumb Client name 5 times for every 1 of yours

Left hand rule Scan the left hand side of your proposal.

The client name should appear most often.


In practice…How will the supplier guarantee high quality on this service? Describe your quality methodology.

Describe what quality certifications you hold.

Your organisation is assured of high quality bid management consultancy with Precise Proposals.Our quality methodology has been honed through our team’s 16 years’ experience of deliveringhigh quality services in ISO 9001 business environments. Our answer will cover for you:

High quality for your

organisation will be

underpinned by our

team’s experience of

working to standards.

The following paragraphs provide you with more detail:Definition Defining high quality for your organisation

Guarantee Guaranteeing high quality for this service

Quality

Methodology

• Proven quality methodology

• Bid management consultancy quality process

• Effective bid management consultancy tools

• Continuous Service Improvement Programme (CSIP)

Quality

Certifications

• Quality certifications relevant to your organisation

• Evidence of high quality results



Hypocrisy:

If I’ve told you

once, I’ve told

you a million

times. Don’t

exaggerate!


Hypocrisy: saying one thing, doing anotherRule Explanation

KISS Short paragraphs (5), sentences (20), words (9)

Avoid jargon

Avoid clichés like the plague

KIT Keep It True

Avoid misrepresentation

It’s how you tell them:

Is the glass half full or half empty?

How about: exactly as much as you need?

Don’t just claim it Prove it!


4. Prove it!

Best:Capabilities

Track record

Commitment

Relationship

Definition:Fit for purpose

Above and beyond

Bid management consultancy

Quality approach

People – highly qualified, trained, experienced and

adaptable to a wide range of client needs

Processes – good industry practice honed in ISO

9001:2008 environment

Tools – tried and tested Office software using Cloud

technology for high resilience and geographic spread

CSIPPDCA - Deming Cycle

Lead ConsultantAPMP certification

ISO 9001:2008 Tick IT internal auditor

Customer satisfaction results Testimonials

Circa 90%

win rate

Approved by local authorities

16 years

5k to 250M

Case study STAR

Thumbnail CV

Screen capture(s)

Be selective!



Anticipation:

Just you wait

until I get

you home!


Anticipate: planRule Explanation

If you fail to plan You plan to fail

PPPPPPP Prior Planning and Preparation Prevent Pretty

Poor Performance

Sun Tzu “Tactics without strategy is the noise before

defeat”

The 6W’s Who What When Where Why How?


Tender lessons from my Irish Mammy

Maximise your success on tenders & proposals by remembering:

�Client’s point of view

�KISS / KIT

�Plan & start early


Brought to you by:

Michael Gerner

Principal Director

02895 818 451

078 4086 3968

[email protected] The sky’s the limit:

it’s not rocket science to get you there!

With our help, your enterprise can take off.

Tender lessons from my Irish Mammy

"tender lessons from my irish mammy!"

Business