How quickly can your Bid Desk answer the following questions? What is the difference in the pricing offered by OEM X compared to a similar bid last year? What is the discount/margin trend for all bids submitted by this BU? What are the recent bids submitted in this territory? Chances are they are better at…
Bid/Proposal Management is one of the most dynamic and exhilarating career options that the corporate world has to offer. Anyone who has been through the bid cycle has experienced the adrenaline rush of working within tight deadlines, especially around the last few days prior to the proposal submission. While this may sound all thrilling and…
With the covid-19 virus wreaking havoc in the world and the need for social distancing, right now you and me are doing one of the greatest service to humankind – Working from home. While we are in this together, it is realistic to assume that “home office” will be the new norm for quite some…
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 and…
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…