It’s no secret that bid teams don’t receive much recognition. In some businesses they are seen as a kind of admin team or extension thereof. In truth, bid team members are the unsung heroes of business development. They work hard to put together compelling proposals that help sales close deals and ultimately make organizations successful.
Should you bother positioning your team? We think yes.
Positioning is more than just an exercise in promoting your team. For example, the more success your team has, the more attention it will gain and the more budget it will likely receive – budget you can use to upskill staff who want to grow and in turn add more value to your department.
Positioning your bid team
In this blog post, we’re sharing five tips on how you can turn the tide. We’ll show you how to position your team as an asset in your organization.
- Show your success rate. In our 2017/18 Bid & Proposal Survey Highlights & Insights Report, we saw that as much as 33% of bid and proposal teams haphazardly track their success rate. This can lead to poor perception from the c-suite and the rest of the business.
By tracking the success rate of proposals with valid metrics in your business, your team begins to show that their input is measurable and therefore impacts the bottom line.
How do you track your win rate? We help customers track their success rates through integrations that Qorus makes with CRM tools. This way, you’ll be able to see when your hard work pays off and deals are won as well as when proposals are unsuccessful.
As much as 33% of bid teams don’t manage their success rates effectively – Bid & Proposal Survey Report 2016/17
- Work with your competitive intelligence team. Competitive intelligence is growing within businesses as companies realize the need to be more agile in the face of strong competition, industry shifts and changing customer needs.
By developing a strong inter-departmental relationship with your competitive intelligence counterpart, you’ll be able to position your department as the team that backs each proposal with strong research and a strategic approach.
If your business doesn't have a competitive research team, you can still position your team as knowledge experts by storing valuable information in a place where it can be used in future.
In time, you’ll be able to carefully develop pricing strategies and package products and services in the most competitive way due to your aggregated knowledge and the insights you’ve picked up from both winning and losing proposals.
Qorus helps businesses track which information is most used and searched for when creating proposals. This helps bid teams draw analysis on the most effective content in their proposal-creation process.
- Use knowledge sharing sessions. Use your processes and strategic approach to helps sales strengthen proposals and bids. Creating winning bids requires planning and strategy and these processes and approaches are often not shared with sales.
By reaching out to sales and creating knowledge sharing sessions, you’ll be able to give sales an insightful look at the information that your team needs to create winning proposals.
These sessions will be just as helpful for your team as they are for sales. Your team will acquire unique sales insights on what customers are looking for in solutions and how you can better position your company to win more bids.
- Promote your wins. When deals are successful, call out the proposal team members alongside the sales rep who made it happen. This shows team work and elevates your team’s status from 'admin' to 'strategic contributor'.
- Help your sales team to become self-sufficient. Another valuable insight we uncovered in our 2017/18 proposal survey report was that many sales teams rely on bid teams for standard proposals, which then creates a tremendous workload, especially for small teams.
By educating sales on how to produce standard proposals, you empower them and free up more time for your team to work on producing the best proposals for more strategic bids.
Qorus helps achieve this by using the Qorus for Office 365 Add-in. With it, sales teams can build pitches, proposals, presentations and SoWs directly from Word, PowerPoint and Excel using pre-approved content.
Bid teams are important departments in any organization, but to be viewed as valuable and strategic resources, bid team managers will need to take deliberate action to position their teams as such.