BID MANAGEMENT SERVICES

It is our view that professional Bid Management does not start and end with writing the proposal. It encompasses the whole selling phase from prospect identification to project implementation. We use a structured yet flexible approach to the tasks associated with winning. You may already have people managing some of these tasks but we believe the individual and sometimes concurrent requirements and deliverables of a Bid Manager encompass the following:
 

1. Strategic Selling Document objectives & strategy Customer requirements definition Bluesheet processContact plan Thumbnail sketch of solution Procurement timescales & mechanisms Statement of current issues Preparation of initial management review for go/no go decision	2. Qualification Document solution overview & draft win strategy Third party assessment & commitment Initial bid plan Draft project plan Draft costing Quantitative risk analysis Draft business plan approval Formal management review to resource bid Setting Bid Managers T.O.R
3. Pre-Sale Support Technical discussions with customer Refine requirements & influence the RFP Presentation of draft project plan Definition of competition & performance of SWOT analysis and costing	4. Management Presentations Reference site visits Demonstration of existing solution components Design and build of mock up modules for demonstrations Third party presentations
5. Technical Design Authority Project life cycle definition Define specification for all elements including support Define third party requirements Define technical review mechanisms Define components of Quality Plan	6. Sub-Contractor Evaluation Vendor appraisal Commercial assessment Capacity and commitment Define strategic benefits of sub-contractor relationship
7. Bid Phase Management Repeat of whole qualification phase against the RFP Re-qualify the bid and gain management approval to proceed Produce Bid Directive Monitor and manage the Bid Plan Produce final solution Put all back to back contracts in place Manage production of draft and final proposals Monitor and manage the Quality Plan Produce final offer costing Assist the account team in offer pricing Prepare updated risk assessment and management plan Gain management approval for business and negotiate limits	8. Customer Negotiation Expectations management Set limits of negotiation Review cost and risk for every change request Ensure baseline and contract are consistent
9. Project Handover Prepare project control office and library Review contract, project plan, risk and P&L with project manager Gain project manager's formal acceptance of handover Assist project manager in setting up project structure Attend initial customer and sub-contractor project reviews	10. Commercial Sub-Contractor Management Re-assess requirements specification Define the reporting structure Define the change control process Review all against baseline Set audit terms of reference Define termination criteria
11. Customer Acceptance Testing and Handover Define acceptance plan Define and agree acceptance criteria Define expected results Define a formal handover procedure Define procedure for any outstanding updates or changes	12. Implementation Management Ensure customer acceptance of project plan and milestones Manage change control board Ensure contract is updated to reflect baseline Manage the customer interface
13. Training Re-assess contractual obligations. Liaise through steering committee for training plan acceptance. Ensure all documentation and systems are at correct release/issue. Obtain formal acceptance of training and documentation.	NB: Procurement Management encompasses many of these tasks and deliverables. It can be seen as "the other side of the fence".