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Flying in Formation

 Collaborating to win and
   deliver tenders and
        contracts
What is a tender client looking for?
    CONFIDENCE
      ●     That you have the ability to deliver every aspect of what's needed
      ●     That you have the capacity (human and financial) to deliver
      ●     That you have contingency in place to deal with the unexpected
      ●     That they will have proper recourse if things go wrong


    A properly set up collaboration can deliver this.




Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Why collaborate?
    TO OFFER A COMPREHENSIVE SOLUTION
      ●     Your services work in tandem or in sequence with those from different
            businesses, all of whom have the same target prospects.
      ●     Partnering to create a coherent team that operates through a separate
            identifiable vehicle creates additional value for everyone:
             ●     Clients get a comprehensive solution delivered by experts at every
                   level while dealing with a single entity.
             ●     Partners can market a much more compelling package and share
                   the overheads of doing so without compromising their expertise.




Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Why collaborate?
    ONLY DO WHAT ONLY YOU CAN DO
    Collaborating with carefully selected, robust businesses with shared
    values and complementary capabilities:
      ●     allows each business to keep its own identity and reputation
      ●     ensures each business concentrates on doing what it is really good at
      ●     reduces risk
      ●     increases flexibility
      ●     delivers a quicker return on investment for all concerned




Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Why collaborate?
    CHOOSE WHO YOU WORK WITH
    It takes Ace Pilots to fly in formation - Ace Pilots who can utterly rely on
    each other because they have:
      ●     Shared Values
      ●     Congruent Purposes
      ●     Overlapping Value Propositions
      ●     Distinct Responsibilities
      ●     Clear Processes
      ●     Fair Contracts
    If you don't choose who you work with, your client will.



Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
How to do it – The Ideal




Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Step 1 – Identify an opportunity

                                                                Identify an opportunity that fits with your own
                                                                Value Proposition and Plan but which you do
                                                                not currently have the resource or capability to
                  Identify                                      exploit as you would like.
                 Opportunity




Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Step 2 – Ensure you are an Ace Pilot

                                                                Make sure your own business is ready to fly in
                                                                formation, with all the following in place:
                 Ensure                                         ●   A clearly articulated Value Proposition.
             Your Business                                      ●   A Vision and a Target Number, plus a Plan for
             Is an Ace Pilot                                        getting there
                                                                ●   A Marketing Strategy and Marketing Plan that
                                                                    will deliver the Vision and the Target Number.
                                                                ●   An efficient, scaleable business that can grow
                                                                    and still deliver on its promises.




Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Step 3 – Identify Potential Partners
                                                                Look for other businesses who concentrate on
                                                                doing the things you can't. Make sure that they
                                                                are also ready to fly in formation with:

             Identify                                           ●   A clearly articulated Value Proposition that
                                                                    overlaps with yours by at least 50%
         Potential Partners                                     ●   A Vision and a Target Number, plus a Plan for
                                                                    getting there
                                                                ●   A Marketing Strategy and Marketing Plan that
                                                                    will deliver the Vision and the Target Number.
                                                                ●   An efficient, scaleable business that can grow
                                                                    and still deliver on its promises.




Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Step 4 – Set up a Collaboration Vehicle

                                                                Set up a collaboration vehicle (e.g. joint venture,
                                                                LLP) that has the following in place:
                                                                ●   A clearly articulated Value Proposition and
                 Set up                                             Vision
               Collaboration                                    ●   A Target Number and a Plan for getting there
                 Vehicle                                        ●   It's own 'Haynes Manual' - documented
                                                                    processes that show how each participant
                                                                    contributes to delivering the Value Proposition
                                                                    and Plan.
                                                                ●   Service Level Agreements to reassure
                                                                    prospects.
                                                                ●   A mechanism for funding development




Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Step 5 – Run a Trial


                                                                Practice flying together on a trial project –
                                                                perhaps work you've already won or already do.
                  Run a Trial                                   Use this trial to clarify responsibilities, mesh
                                                                business processes and iron out glitches.




Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Step 6 – Formalise your Collaboration


                                                                Once you are all happy that the Collaboration is
                Formalise                                       working well and fairly:
                   Your                                         ●   Refine the Value Proposition and Vision
               Collaboration                                    ●   Refine the Target Number and Plan
                                                                ●   Finalise your 'Haynes Manual'
                                                                ●   Finalise your Service Level Agreements
                                                                ●   Finalise the funding mechanism




Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
How to do it – The Pragmatic




Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Step 1 – Explore the Opportunity

                                                                ●   Get together with 2 or 3 complementary
                                                                    businesses you know like and trust.
                                                                ●   Explore how you you can work together to
                  Explore                                           deliver what's needed.
                 Opportunity                                    ●   Define the Value Proposition and Vision for
                                                                    your Collaborative together.
                                                                ●   Define the Collaborative's financial target
                                                                    and draw up a plan for getting there.




Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Step 2 – Set up a Collaboration Vehicle

                                                                ●   Agree how you will work together
                 Set up
                                                                ●   Then nail it down by defining the 'Haynes
                                                                    Manual' for what the Collaborative does -
               Collaboration                                        documented processes that show how each
                 Vehicle                                            participant contributes to delivering the
                                                                    Value Proposition and Plan.
                                                                ●   Provide at least outline Service Level
                                                                    Agreements to reassure your prospects.
                                                                ●   Agree how you will initially fund and
                                                                    underwrite the collaborative.




Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Step 3 – Run a Trial


                                                                Practice flying together on a trial project –
                                                                perhaps work you've already won or already do.
                  Run a Trial                                   Use this trial to clarify responsibilities, mesh
                                                                business processes and iron out glitches.




Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Step 4 – Formalise your Collaboration

                                                                Once you are all happy that the Collaborative is
                                                                working well and fairly:
                Formalise                                       ●   Turn it into a proper legal entity
                   Your                                         ●   Refine the Value Proposition and Vision
               Collaboration
                                                                ●   Refine the Target Number and Plan
                                                                ●   Finalise your 'Haynes Manual'
                                                                ●   Finalise Service Level Agreements
                                                                ●   Finalise your funding mechanism




Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Step 5 – Ensure you are all Ace Pilots

                                                                Make sure each participating business is ready
                                                                to fly in formation for the next project, with all
                                                                the following in place:
                Ensure
           each Participant                                     ●   A clearly articulated Value Proposition.
            Is an Ace Pilot                                     ●   A Vision and a Target Number, plus a Plan
                                                                    for getting there
                                                                ●   A Marketing Strategy and Marketing Plan
                                                                    that will deliver the Vision and the Target
                                                                    Number.
                                                                ●   An efficient, scaleable business that can
                                                                    grow and still deliver on its promises.




Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Collaborating to win tenders
Where Gibbs & Partners fits in
    WE OFFER:
    ● An extensive network of business contacts
    ● A process for identifying and matching Values, Purposes and Value
      Propositions
    ● A process for creating Ace Pilots
    ● Practical help to get into Formation
    ● Ultimately a platform for creating new and ongoing collaborations with
      a squadron of Ace Pilots




Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Want to know more?
      ●     Talk to me
      ●     Email me: kirsten@gibbsandpartners.com
      ●     Phone me: 0845 5820 144




Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
Thank you


Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.

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Collaborating to win tenders

  • 1. Flying in Formation Collaborating to win and deliver tenders and contracts
  • 2. What is a tender client looking for? CONFIDENCE ● That you have the ability to deliver every aspect of what's needed ● That you have the capacity (human and financial) to deliver ● That you have contingency in place to deal with the unexpected ● That they will have proper recourse if things go wrong A properly set up collaboration can deliver this. Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  • 3. Why collaborate? TO OFFER A COMPREHENSIVE SOLUTION ● Your services work in tandem or in sequence with those from different businesses, all of whom have the same target prospects. ● Partnering to create a coherent team that operates through a separate identifiable vehicle creates additional value for everyone: ● Clients get a comprehensive solution delivered by experts at every level while dealing with a single entity. ● Partners can market a much more compelling package and share the overheads of doing so without compromising their expertise. Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  • 4. Why collaborate? ONLY DO WHAT ONLY YOU CAN DO Collaborating with carefully selected, robust businesses with shared values and complementary capabilities: ● allows each business to keep its own identity and reputation ● ensures each business concentrates on doing what it is really good at ● reduces risk ● increases flexibility ● delivers a quicker return on investment for all concerned Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  • 5. Why collaborate? CHOOSE WHO YOU WORK WITH It takes Ace Pilots to fly in formation - Ace Pilots who can utterly rely on each other because they have: ● Shared Values ● Congruent Purposes ● Overlapping Value Propositions ● Distinct Responsibilities ● Clear Processes ● Fair Contracts If you don't choose who you work with, your client will. Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  • 6. How to do it – The Ideal Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  • 7. Step 1 – Identify an opportunity Identify an opportunity that fits with your own Value Proposition and Plan but which you do not currently have the resource or capability to Identify exploit as you would like. Opportunity Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  • 8. Step 2 – Ensure you are an Ace Pilot Make sure your own business is ready to fly in formation, with all the following in place: Ensure ● A clearly articulated Value Proposition. Your Business ● A Vision and a Target Number, plus a Plan for Is an Ace Pilot getting there ● A Marketing Strategy and Marketing Plan that will deliver the Vision and the Target Number. ● An efficient, scaleable business that can grow and still deliver on its promises. Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  • 9. Step 3 – Identify Potential Partners Look for other businesses who concentrate on doing the things you can't. Make sure that they are also ready to fly in formation with: Identify ● A clearly articulated Value Proposition that overlaps with yours by at least 50% Potential Partners ● A Vision and a Target Number, plus a Plan for getting there ● A Marketing Strategy and Marketing Plan that will deliver the Vision and the Target Number. ● An efficient, scaleable business that can grow and still deliver on its promises. Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  • 10. Step 4 – Set up a Collaboration Vehicle Set up a collaboration vehicle (e.g. joint venture, LLP) that has the following in place: ● A clearly articulated Value Proposition and Set up Vision Collaboration ● A Target Number and a Plan for getting there Vehicle ● It's own 'Haynes Manual' - documented processes that show how each participant contributes to delivering the Value Proposition and Plan. ● Service Level Agreements to reassure prospects. ● A mechanism for funding development Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  • 11. Step 5 – Run a Trial Practice flying together on a trial project – perhaps work you've already won or already do. Run a Trial Use this trial to clarify responsibilities, mesh business processes and iron out glitches. Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  • 12. Step 6 – Formalise your Collaboration Once you are all happy that the Collaboration is Formalise working well and fairly: Your ● Refine the Value Proposition and Vision Collaboration ● Refine the Target Number and Plan ● Finalise your 'Haynes Manual' ● Finalise your Service Level Agreements ● Finalise the funding mechanism Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  • 13. How to do it – The Pragmatic Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  • 14. Step 1 – Explore the Opportunity ● Get together with 2 or 3 complementary businesses you know like and trust. ● Explore how you you can work together to Explore deliver what's needed. Opportunity ● Define the Value Proposition and Vision for your Collaborative together. ● Define the Collaborative's financial target and draw up a plan for getting there. Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  • 15. Step 2 – Set up a Collaboration Vehicle ● Agree how you will work together Set up ● Then nail it down by defining the 'Haynes Manual' for what the Collaborative does - Collaboration documented processes that show how each Vehicle participant contributes to delivering the Value Proposition and Plan. ● Provide at least outline Service Level Agreements to reassure your prospects. ● Agree how you will initially fund and underwrite the collaborative. Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  • 16. Step 3 – Run a Trial Practice flying together on a trial project – perhaps work you've already won or already do. Run a Trial Use this trial to clarify responsibilities, mesh business processes and iron out glitches. Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  • 17. Step 4 – Formalise your Collaboration Once you are all happy that the Collaborative is working well and fairly: Formalise ● Turn it into a proper legal entity Your ● Refine the Value Proposition and Vision Collaboration ● Refine the Target Number and Plan ● Finalise your 'Haynes Manual' ● Finalise Service Level Agreements ● Finalise your funding mechanism Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  • 18. Step 5 – Ensure you are all Ace Pilots Make sure each participating business is ready to fly in formation for the next project, with all the following in place: Ensure each Participant ● A clearly articulated Value Proposition. Is an Ace Pilot ● A Vision and a Target Number, plus a Plan for getting there ● A Marketing Strategy and Marketing Plan that will deliver the Vision and the Target Number. ● An efficient, scaleable business that can grow and still deliver on its promises. Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  • 20. Where Gibbs & Partners fits in WE OFFER: ● An extensive network of business contacts ● A process for identifying and matching Values, Purposes and Value Propositions ● A process for creating Ace Pilots ● Practical help to get into Formation ● Ultimately a platform for creating new and ongoing collaborations with a squadron of Ace Pilots Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  • 21. Want to know more? ● Talk to me ● Email me: kirsten@gibbsandpartners.com ● Phone me: 0845 5820 144 Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.
  • 22. Thank you Copyright © 2013 Gibbs and Partners Ltd. All Rights Reserved.