The meticulous job of responding to RFPs tends to take away the human factor from the response. But isn’t it the people who rank the proposals and decide who should be awarded the contract? Add to this the recent COVID-19 crisis where the virtual world took over the in-person meetings drawing the last straw off…
Before speaking about day to day decision-making principles, I would want to take a step back and discuss about the mindset required for leaders heading the Bid and Proposal management function. At the CBPM 2020 event at Mumbai, what I witnessed was that there is a subtle feeling of a secondary citizen amongst the bid…
Bid Management, being a Sales Support function, most of the Bid Managers receive RFXs from Sales Teams with a message “We have a very good relationship with the customer and we will definitely win this bid”. Sometimes this is true but not always. Being Bid Managers, we need to take a step forward to evaluate…