12 questions to ask before starting work on a bid
TRANSCRIPT
12 questions to ask before starting work
on a Bid
Why cc: Sebastian Niedlich (Grabthar) - https://www.flickr.com/photos/42311564@N00
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Leverage Partner
Routine Bottleneck
Impa
ct
Uniqueness
What is my client buying?
Best Value procurement
Competitive dialogue
What is the clients’ procurement strategy?
Why these criteria, and who owns what?
9cc: Wonderlane - https://www.flickr.com/photos/71401718@N00
What do (I think) they want?
What do I want?
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Who should I partner with,
when?
cc: JD Hancock - https://www.flickr.com/photos/83346641@N00
Will there be a contract?
Will I be part of it?
How?
cc: nate steiner - https://www.flickr.com/photos/44124484443@N01
cc: Astronomr - https://www.flickr.com/photos/41789569@N06
8) Are all my capabilities in place?
NEGO
TIAT
IONS
RISK MANAGEMENT
FINANCE
DES
IGN
AU
THO
RITY
TEAMINGSTORYTELLING
PROJECT MANAGEMENT
LEGAL
REQUIREMENTS
ENGINEERING
What are winning capabilities?
Is my joint team balanced? 13
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Is my joint team ready to enter the client dialogue?
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Where are mutual gains?
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Who checks my blind spots?
What?
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What do I do to contribute?
Why:1. What is my client buying?2. What is the clients’ procurement strategy?3. Why these criteria, and who owns what?4. What do (I think) they want?5. What do I want?6. Who should I partner with, when?7. Will there be a contract? Will I be part of it?How:8. Is my joint team balanced?9. Is my joint team ready to enter the client dialogue?10. Where are mutual gains?11. Who checks my blind spots?What:12. What do I do to contribute?
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