Categories
Case Study

Immediate specialist support to effectively manage public sector procurements

Challenge

Our client was completing a critical service bid process and recognised the need to engage with specialist public sector procurement support to optimise the outcome and benefit from best practice advice.

Solution

The Value Match team working in collaboration with the customer mobilised one of its experienced consultant’s within 24 hours to:

  • Review the current procurement position and offer a detailed review and evaluation of their bid
  • Provide recommendations based on a detailed understanding of the Public Contract Regulations 2015
  • Support ongoing internal and external stakeholder engagement to enhance successful outcomes

Results

“We received outstanding support from Lindsay who as well as highly knowledgeable was quick and efficient in everything she provided and always ahead of deadlines. The advice given was detailed and insightful and based on evidently deep experience. She guided us through scenarios, best practice and correct processes, reviewing and analyzing a mountain of documents and emails quickly and effectively.

Lindsay was able to draw clear conclusions and recommendations from the information provided, helped with drafting appropriate documentation and was available to discuss all points and questions at any time despite very tight and urgent timescales. The advice given was clear and direct and offered balanced and objective feedback across all areas of the project.

I would not hesitate to recommend Value Match and Lindsay to others and am exploring the wider range of services they can provide for us in future.”

For further information, contact Lindsay Rosul

T: 07702 823 648
E: Lindsay.Rosul@value-match.co.uk

Categories
Bid Management News

Roles and Responsibilities of a Bid Team

 

Any organisation serious about winning tenders needs to understand the importance of having a carefully assembled bid team.  Having a successful bid team will place your organisation in the strongest position when it comes to retaining customers and securing business.  Creating a bid team and working out a clear bidding strategy avoids the responsibility to pull the various aspects of the bid together being left solely to one individual.

Inside all organisations it is critical to have an understanding of what exactly the bid team need to deliver, as the bid management process will bring together all the key stakeholders.

 

Who should be in the bid team?

The bid team needs to be assembled with the specific bid in mind and the members of the team should bring something unique to the bid.  Each bid team doesn’t necessarily have to follow the same structure, as bids can often be specialist or in very different fields.

This is a typical Bid Team:

Bid Manager: The Bid Manager will act essentially as project manager and is responsible for end-to-end process; they have numerous roles and responsibilities when it comes the smooth running of the bid process.  They will choose the core team, informing the team on their understanding of the bid and when the deadline is.  The Bid Manger is also granted access to previous bids, case studies and is expected to gather any certificates or insurance documents.

Core Team: The role of the core team are to ensure the evaluation of the tender is completely understood.  They need to break down the requirements of the tender and to craft a response strategy.

Support: Often a mix of external and internal resources, it may be necessary to call on various teams around your organisation.  It is often one of the bid manager’s roles is to assemble the support.

Proof Reader/Copy Editor: Submitting a clear, concise and error free tender is often what can make or break the chances of winning a bid.  The copy editor brings a fresh pair of eyes to the tender and may spot errors that have been overlooked.  The proof reader will often add a professional polish to the bid which could make the difference between winning and losing.

 

The full stop on any successful and effective bid team is in the relationships between the team members and how the individuals work together.  The team always needs to be focused on creating solutions not problems, and this is where leadership and taking ownership of tasks is critical.

 

For further information, contact Lindsay Rosul

T: 07702 823 648
E: Lindsay.Rosul@value-match.co.uk

Categories
Case Study

Creation of Comprehensive Responses to Critical Tender

Value Match were contacted by an organisation that specialised in the design and installation of audio-visual equipment, that wished to respond to a critical tender issued by a large household appliance manufacturer.

Challenge

There was increasing pressure due to the tight tender timeframe and the client lacked the time and resources to prepare a tender response which would meet the procurement requirements.

Solution

  • To obtain information, Value Match immediately organised face-to-face interviews with the client’s key staff members to gain more insight to each subject matter.
  • Once the information was gathered, Value Match began to draft a response to all the qualitative questions. Whilst ensuring that the responses reflected the client’s organisational capability
  • Value Match developed an action log, to list the supporting materials required for the tender, and to identify the staff members responsible for its provision. This could also be used as a progression plan, so each member was aware of the timescale and their requirements.

Results

  • A comprehensive and compliant tender was submitted within extremely challenging timescales.
  • Client interviews enable specific information to be drawn upon to ensure high quality responses were drafted as a result.
  • The Client obtained a development plan of items that could be worked upon to improve future bidding processes
For further information, contact Lindsay Rosul

T: 07702 823 648
E: Lindsay.Rosul@value-match.co.uk

Categories
Case Study

Creation of clear and compelling bid for a specialist audio and visual company

Challenge

Our customer was bidding for the first time into a global customer for a critical contract to continue to develop its private sector customer base.  There was increased pressure due to the tight sourcing timeframe, the customer lacked both the time and in-house talent to prepare a winning response.

Solution

Value Match identified a small team to support this specialist area, who had a track record of success in this niche area. In partnership with the customer, Value Match:

  • Undertook an initial bid/no bid scenario
  • Mapped the customer capability to the likely sourcing requirements
  • Created bid and communication documentation to the relevant standards
  • Managed the bid process from start to contract award ensuring customer sign-off at each stage of the process providing updates at critical points
  • Prepared the customer for the presentation and negotiation process, highlighting areas of differentiation in their bid and potential areas of commercial leverage

Results

  1. Compelling bid response documentation completed with a clear narrative outlining unique customer capabilities
  2. Excellent feedback to the customer on presentation and negotiation phase
  3. Successful multi-million pound contract award
  4. New market segment success for the customer which has opened up other potential opportunities
For further information, contact Lindsay Rosul

T: 07702 823 648
E: Lindsay.Rosul@value-match.co.uk

Categories
Case Study

Ensured our customer won a place on the largest pan government framework agreement

Challenge

The client required independent advice, support and guidance on the qualitative areas required to win a forthcoming public sector tenders, as well as understanding where their commercial offering lies in comparison to their competitors within the industry.

Solution

Value Match established a cross functional team with support from the customer:

  • Undertook an independent review of previous bids and feedback, combined with other market intelligence to identify technical and commercial market positioning
  • Established a customer and bid management plan to optimise understanding of key evaluation criteria
  • Identified areas of potential market differentiation and weaknesses, addressed these with the customer to improve capability in critical areas, e.g. social value and new customer mobilisation
  • Undertook a commercial benchmarking exercise
  • Provided independent assurance and reviews of responses prior to submission assisting the customer in improving impact and accuracy of responses

Results

  1. Won a place on the largest pan government framework agreement
  2. Established approach and strategy for mini-competition success
  3. Supported the client in the shaping commercial strategy for the framework and for future mini competitions
  4. Created standard documentation, processes and bid management approach for future frameworks and mini competitions

For further information, contact Lindsay Rosul

T: 07702 823 648
E: Lindsay.Rosul@value-match.co.uk