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The Bid Management Process
3
THE BID MANAGEMENT PROCESS
GOAL
- To define the opportunity parameters of the bid
- Assess the possibility of stepping up the Win Rate
OPPORTUNITIES SUMMARY
DECK
Receiving the bid
OPPORTUNITY QUALIFICATION
Asking Key Questions
BU AUTHORIZATION MATRIX
Formal GO / NO-GO
GOAL
- Bid process and client expectations are set in the
Kick Off Call
- Tracking Progress of Bid Team, Set time line
- Agreement of Sales Strategy by all key stakeholders
PORTFOLIO HEAD
Mobilizing the various Bid Contributors
KM
TEAM
WINING STRATEGY
GEO
HEAD
Drafting of Response Doc and Pre-Bid Queries template
Daily checkpoint calls, Cadence calls
INSURANCE & LEGAL TEAM
PRACTICE HEAD
Winning Strategy
FINANCE HEAD
GOAL
- Story boarding of the final solution
- Formatting
REVIEW
& TRACK TEAM
Compilation of all the sales strategy, pricing strategy and client solution
FINALIZING
SOLUTION
DELIVERY
MANAGER
Develop & refine delivery stage
SUB
CONTRAC
TORS
Finalizing Proposal
PRICING
TEAM
GOAL
- Run Proposal Compliance Check List
- Submission of Finalized Proposal
CREATIVE SERVICES TEAM
Proof Reading/ Formatting/ Translation
PROPOSAL AGREEMENT
Use FTS for e-Submission
Update Bid Review Deck and THOR Record
GOAL
- Sales to Delivery Hand over
- Conduct Win Review
Set up Negotiation team
FORMALIZING
AGREEMENT
Set Up Win Document, Sales to Delivery Document
Win Publication for Intranet,
Update THOR Record
In Case of a Loss
- Request a formal debrief
- Create Loss Review Document
- Conduct Loss Review
- Update THOR Records