Infission Bid Consulting help IT companies win more proposals. Our Bid Experts have shared their knowledge and experience in IT proposals through this online session of Insights to Actions of Winning Bids. For more information, please visit: www.infission.com

1. Insights to actions of winning bids

2. Agenda
Why companies fail to win bids?
What makes a bid win?
Approach to preparing a winning bid
Do’s and don’ts of bid preparation
1
2
3
4

3. Boilerplate content
Why companies fail to win bids?
Non-compliancePost due-date
No client relationship
No understanding of client needs and business
Not addressing ‘How’Big picture; no details
w/o proof reading or quality assurance
Marketing/selling instead of focusing on solution
Post proposal analysis

4. What makes a winning proposal?
….Writing proposals to win contracts and hearts,
does not require hard work, it requires smart work”

5. A proposal should be…
Compelling
value proposition
Concise
key messages
Presentable
structure
Proven
credentials
Persuasive
solution
Compliant
customer responses
Our 3C3PT
framework
covers all the critical
elements of a
proposal that ensures
our customer’s win

6. The approach…

7. Three important stages of bidding…
Pre-Proposal Positioning
• Build customer relationship
• Know your competitors
• Bid/ No-bid
Proposal /Bid
Preparation
• Bid Plan, Win themes
• Proposal preparation and
finalization
• Review and submission
Post-Proposal Analysis
• Internal evaluation
• Customer interviews

8. “Know your customers and
build relationship with them”
“If you wish to persuade me, you must think my
thoughts, feel my feelings and speak my words”
Pre-proposal positioning

9. When a bid releases, most important is to…
…Choose the ‘RIGHT’ opportunity…
• Do we want to win?
• Can we win?
• How do we win?

10. Sample Bid/ No-Bid checklist

11. Planning
the Bid
team
Kick-off
meeting/
Bid
Strategy
Make a bid
plan
Develop
content,
design and
layout
Review and
sign-off
Proposal preparation

12. Plan the bid
Assign
Team
Bid
Manager
Architect
Reviewers
Contributors
Proof reader
Win
Themes
Develop
Strategies
Review and
proofread

13. Bid Plan should have…
• Important bid dates
• Submission instructions
• Roles and responsibilities
• Internal due dates – first draft, review
• Evaluation criteria
• Compliance matrix

14. … backed by a Bid Strategy…
• How to clear
doubts regarding
scope?
• What to propose?
• How to prove we
are competent?
• Who can testify?
• What will be our
‘win themes’
• Can we show a
sample?

15. Design layout and content…
• Develop top level outline
• Table of content
• Add detailed structure
• Which case studies, references, resumes, etc.
• Detailed design Layout, content
• Annotate your outline – map win themes
to outline

16. Review cycle and sign-off
• Review at regular intervals (pink, red, golden teams)

17. Always evaluate the bid post submission

18. • Build relationship with client
• Analyze the bid for go/no-go decision
• Develop the win themes/differentiators
• Plan the bid and hold kick-off meeting
• Use compliance matrix and proposal worksheet
• Follow RFP instructions and comply to them
• Address weakness/vulnerabilities
• Focus on client, not your company
• Structure your proposal well
• Address both hard (technical design, skill) and soft
solution (adaptability, thought leadership)
• Use infographics and sample mock-ups
• Present key information for client to skim
• Use clear example and statistics
• Leave room for negotiation
• Never bid for proposals you cannot win
• Avoid using boilerplate content specially
for executive summary
• Never trust only the RFP, initiate dialogue
with client
• Don’t over commit or make claims
without facts
• Never start without a plan/win theme
• Don’t dilute the proposal with too much
text without information to skim
• Don’t sell, instead serve
• Don’t miss the element of
communication/relationship
• Never miss the due date
• Don’t deviate from the client requirements
Do’s and dont’s of bid preparation

19. About

20. Infission help IT companies winning
more proposals, saving 30% of bid
cost and increasing 40% of win rate.

21. We offer..
Bid
Management
Bid Strategy
Bid Writing
Bid Graphics
IT Solutions
Sales
Support
Tender
Sourcing
Marketing
Collaterals
Value
Engineering
Proof of
Concepts
Market
Intelligence
Company
profiling
Win Loss
Analysis
Competitive
Analysis
Pricing
Analysis
Knowledge
Management
Repository
Management
Reusable
components
Secondary
research
Staffing
Services
Bid Manager
Creative
Designer
Business
Analyst
Content
Writer

22. Thank You !
Time for Questions.
For Proof of Concept,
please contact:
Business Manager
consult@Infission.com
Ph: +1-646-586-9293 (102)
Skype – infission
www.infission.com
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