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Sport of Bidding Whitepaper

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Sport of Bidding Whitepaper

  1. 1. THESPORT OF BIDDING How tocreateinnovative andenergisedteamsand win morebids. 1
  2. 2. Bid team success can be measured both in terms of winning bids,and in their ability to bring their best game to each and every bid. The best strategy in the world will fail if the team is ineffective,so we look to prepare the team before we give them the game plan. For every bid there is a leader,and a team, and the individuals within that team. We need inspiring leaders, powerful teams and high performance individuals who have a sustainable way of creating winning bids. Muhammad Ali PLAYING THEGAME. 2
  3. 3. Michael Jordan, Basketballer AND WINNING. The entire bid process is much like a season of sport, it is the pre season where we can begin to create change, and set the foundations for a match fit bid team! We’re about to take a look behind the scenes of a bid team...and uncover the 3 challenges thatare holding them back from winning more bids. We’ll enter The Locker Room and identify the key gamechangers for each of the challenges to ensure they are match fit and ready to hit the ground running for the next bid. 3
  4. 4. Package Received Development Submission Package Assessed Results Reflect Renew Refocus WIN LOSE Pre Season Game On Grand FinalWarm Up Regroup Award SPORT BIDDING FOCUS ON ACTIVITY STABILITY
  5. 5. THE LOCKERROOM aka The Changing Room…..for good reason! 5
  6. 6. CONFESSIONS OF ABID MANAGER WE ARE LOSING TIME LOSING STAFF LOSING BIDS ”We’re losing sleep….” “We’re losing time…..” We’re losing bids......” ”Everyone get’s so stressed out during bids...and it can cause some serious friction within the team” ”I don’t feel like we’re coming up with any new ideas....it’s just business as usual...we aren’t improving.” “We have teams that are fatigued and disengaged at the end of a bid – regardless of the outcome (win / lose)" 6 CHALLENGE #1 – LEADERS
  7. 7. CREATEINSPIRING LEADERS Now more than ever our leaders need to be more than a source of information. The reality is that leaders are required to do so much more than merely provide direction. In fact, research shows that directive leadership is notonly outdated,it is ineffective and potentially damaging. Just like a sports coach,it’s the bid directors role to lead, to motivate and to bring out the strengths of the team. The best leaders know that their success or failure depends on their ability to inspire and guide their teams. It is worth taking the time in the pre-season to reflect on past learnings,assess the currentteam, understand the upcoming bid,and create an environmentof clarity and capability. By creating their own personal game plan for the bid ahead,they can be proactive and prepared,and positively impact the effectiveness and success of the bid. 7
  8. 8. 8 CHALLENGE #2 – INDIVIDUALS By their very nature bids are up and down, high energy followed by lulls… and then panic stations at the eleventh hour. Some people thrive under the pressure, others crumble....and they become disconnected and innefective.Even those who love the challenge ofa fast paced bid can’tsustain the stress forever. We need to create sustainable practises! Let’s help our people stay on the ball, in the team, and match fit! Our people are stressed out, burnt out...and checked out! Then comes the emotional rollercoaster of putting your heart and soul into a bid only to lose...and yes, there’s always next time, but what if the losses outweightthe wins? How do we keep our teams motivated and positive.
  9. 9. CREATE PERSONAL GAME PLANS Identify potential roadblocks Play to your strengths Catch and Throw Celebrate milestones Fuel and hydrate Limber Up Strategy with the team body mind soul CLEAR CAPABLE SUSTAINED PEAK STABLE 9
  10. 10. CHAMPIONS Unique learnings from previous bids,time and space for creative thinking,collaborative problem solvers, proactive from the start, energy and capability are high,the team is passionate aboutbid success! TEAM PLAYERS Active ongoing streamlining and development,working well as a team, hitting targets, supporting and good communicating,willing to learn and focused on bid success. They bring other team members up with them! BENCHWARMERS Avoiding work,avoiding each other,avoiding deadlines,avoiding meetings,avoiding turning up to work, avoiding change,disengaged,and disinterested. Wasting time and money, risking bid failure. OPPONENTS Resentful,fatigued and actively disengaged.Not interested,not capable,fearful, detrimental to the rest of the team. Pessimistic from previous bids. Wasting time and money and destroying your chance of a successful bid. About 75% of employers rate team work and collaboration as “very important”, yet 39% of employees believe that people in their own organisation don’t collaborate enough. 97% of employees and executives believe lack of alignment within a team impacts the outcome of a task or project. CHALLENGE #3 – TEAMS INNOVATIVE COHESIVE EVASIVE DESTRUCTIVE What we want… What we don’t want… 10
  11. 11. ACCEPT THE WINSAND LOSSES Stay motivated and engaged CREATE COHESIVE TEAMS PLAY THE BALL....NOT THE MAN Don’t take or make things personal PASS THE BALL Share the load PLAY BY THE SAME RULES Gain clarity and purpose ORANGESAT HALF TIME Sustain your energy FOLLOW THE GAMEPLAN Walk the same path PLAY THE LONG GAME Be patient and focused GO FOR THE GOALS Share the vision 11
  12. 12. “When you’re at the top of your game, change your game. Go for the gap” Graham Henry, former New Zealand All Blacks Coach GETMATCH FIT IN THEPRESEASON When we do the groundwork in the preseason we create an environmentofinnovation and a sustainable method ofbidding with success. In this strategic and streamlined environment, where our leaders inspire,our teams collaborate,and our individuals are high performing,we begin to create the time and space for lateral and creative thinking. Our teams will have the confidence to speak up, the compassion to encourage their colleagues,and the capacity as a team to explore and develop newly identified opportunities and initiatives. 12
  13. 13. 3 Key Questions For You 1. Do our leaders inspire their team? 2. Do our people stay sustained and focused during each bid? 3. Are we bringing our best game to every bid? Having a mentally fit, game ready team allows them to ‘lift’ at crucial times and sustain the ‘hum’ the rest of the time. They are committed to (and excited by) the idea of submitting a truly outstanding bid.They feel supported,they share a common vision, and they understand the vital role they play. If we have sustained our team during the bid developmentphase they will be fit and full of energy to rise to the challenge in this final stage. If we’ve got it right they’ve actually got fitter and not fatigued and with the supportof those around them they are ready to kick things up a notch and rise to the challenge in the final stage! 13
  14. 14. A powerful speaker,trainer and coach, Vickie travels the world presenting to and working with sports, marketing and business audiences. Founder of leading sponsorship education company The Sponsorship Consultants,Vickie is the world’s most recognised thoughtleader on athlete sponsorship education. Her work has been commissioned by the International Olympic Committee,Team GB, Deloitte Singapore and the Australian Institute of Sport, and her clientlist ranges from local athletes and companies rightthrough to Olympic champions and global brands. Author of 2 books on commercial athlete sponsorship,Vickie loves the strong connections between sportand business. A decade of working in high pressure bid teams, on projects ranging from 1 million to 1 billion AUD,Vickie found a love for this challenging yetintensely rewarding environment. Privy to her fair share of bid launches,alliance workshops, strategy sessions and stressed out all nightdocument preparation,Vickie knows justhow good it can be…..and also, how horrible it can get at times. Working on some of Australia’s biggestand most important bids, she understands how crucial it is for bid managers and their teams to iron out creases and create a supportive culture. Her experience is that bid teams need to develop a truly efficient, effective and sustainable way of mitigating the risks of participating in consecutive,high pressure bids. “I’m privileged to work alongside the worlds mosteffective teams and highestperforming athletes,and have learned so much from the athletes themselves as well as their supportteams." “I’ve seen first hand the damage a dysfunctional team can cause to companies….to an individuals wellbeing and productivity,to the sustainability ofthe team, the success of bids and to the company itself” BUSINESS BIDS SPORT BUSINESS SPORT Vickie Saunders About the Author 14

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