Bid Coaching
Overview:
Many bid teams include technical specialists, project managers and customer service people who do not normally have to present to clients.
This programme will ensure that everyone is confident and capable of developing and presenting their proposal to the highest standard. It is essential that all those involved in presenting the proposal are already confident of presenting to groups to a reasonable standard.
The programme is made up of three modules, which together provide a comprehensive support mechanism to teams undertaking major bids. Each is recommended as a half-day with the following people in attendance: Account Manager; Bid Manager; Sector/Divisional Director and Senior Technical Manager.
Module 1 - Bid Strategy
- Client Evaluation
- Getting on message
- Bid strategy
- Organising the timetable of events
Module 2 - Major Bid Management
- Reviewing the timetable of events
- Content of proposal and presentation
- Presentation order - who does what and when
- Understanding the audience - player analysis
- Documentation/Audio/visual requirements
- Preparation for question and answer session
- Managing focus and control
Major Bid Presentation Coaching
- Dry run
- Objective critique of presenters and presentation
- One-to-one presentation coaching and feedback
- Personal appearance and effectiveness
- Use of audio/visual aids
- Rehearsal of question and answer session
- Full 'dress rehearsal' of presentation, questions and answers
What our customer's said:
- "Winning a large contract can go on for months, however at the final hurdle the bid coaching process is invaluable. It gives focus and professional support and coaching. We have now won over £280 million of new projects." - Jonathan Scarfe, SD of Logica
- "Bid coaching makes a significant difference, early indications are that our presentation was the best from a total of four blue chip competitors" - David Hole, Account Manager for Lucent Technology
- "The customer's opinion was that it was the best presented content of the potential partners" - Sarah Heller, Sales Manager from ICL
- "Alan played a key part in our success in winning the F.C.O Portal Development project. By using this process we are able to achieve a high level of presentation skills. My advice is to use bid coaching for any presentation where the outcome really matters, especially for significant sales opportunities" - Grant Chivers, Account Manager of Logica Public Sector
- "The coaching helps us really focus on the customer. We get up to date on the latest skills that we need to present at our best. It enables us to get the sales message out to the customer, the coaching helps us to keep our energy up when the pressure is really on" - Richard Holmes, Account Manager for Logica
- "The coach enabled us to get to a much stronger message. We have got through to the final round" - Tony Pockney, Price Waterhouse Coopers
