How Technology is it changing Bidding. And what s to come... Alex King, Sales & Marketing Director Amplio Software Mitie Facilities Services Ltd Tuesday 20 th May 2014
Agenda 1. Welcome and Speaker Introduction 2. Presentation Technology - how is it changing the way that bid teams work? 3. Questions 4. Future Events 5. APMP Updates 6. Networking 2
Presenting the results of our bid technology survey: Alex King Sales & Marketing Director, Amplio Software Tweet: @AmplioSoftware 3
Fact: In 1214 Genghis Kahn breached defensive fortification 13,170 miles long. Known as the Great Wall of China He bribed a guard to open the gates Lesson: Even in 1214, people were the critical link in the success of technology 4
Does tonight's audience match our survey? We surveyed 178 bid professionals to produce the data in this presentation 5
What industry do you work in? Over half of the respondents came from: 1) IT & Software 2) Consultancy 3) Telecoms 4) Defence 5) Construction Does this match our audience tonight? 6
What do you do? 64% of respondents are Bid Managers or Bid Directors. Does this match our audience tonight? 7
The current state of bids & technology Is there such thing as a standard tool-kit for a bid manager? What benefits have bid teams gained? Have the changes been positive or negative? 8
What do you do? There are 4 tools that over 70% of respondents say they already have: 1) A pipeline of bids 2) A database of best practice examples 3) A library of past bid-text 4) A shared bid environment This is our bid managers standard kit! 9
What benefits have bid teams experienced? 1) Electronic submission saves time we used to spend printing 2) Our teams are more geographically diverse 3) Our costs per bid have reduced 4) Our percentage of bids won has improved 5) We respond to more tenders 6) We respond to tenders in new countries 7) Our internal bid processes have become more efficient 8) We have better information management when producing a bid 9) It is easier to retrieve past bid data 10) We have better competitive intelligence 10 2014 Amplio Software
What benefits have bid teams experienced? There is a disconnect between the benefits claimed and reported Only 21% of companies said their costs per bid have reduced Only 18% said their win rate had increased However, 57% said that changes in the last 3 years had been generally positive. The most common answer was that there were a mixture of positives & negatives (41%) 11
Comments from respondents things that make it more challenging are submitting hard copies as well as online submissions Apparent cost savings from technology will provide excuses for higher activity rates at the expense of qualification and better bid decisions Clients don't change their behaviour - they expect both electronic & paper copies, meaning we have to put in a lot more work to meet their needs 12 2014 Amplio Software
Summary: The current state of bids & technology Is there such thing as a standard tool-kit for a bid manager? Yes, there are 4 tools most bid managers have. What benefits have bid teams gained? Information sharing has improved but win rates have not Have the changes been positive or negative? Generally positive but a mixed response from most people 13
The future state of bids & technology What do people want to see more automated? What would have the quickest impact on bid performance? 14
What you want to see automated First we asked which bidding tasks would benefit from more automation We compared this to the things people said would have the quickest improvement on bid performance Note: Capture Management was ranked the 4 th lowest task 15
Quickest improvement on bid performance? 1. Better qualification during Bid/ No Bid decisions 2. Better customer engagement in the capture phase 3. Better competitive intelligence 4. Better pricing decisions 5. Improved efficiency of bid reviews 6. Improving the quality of bid writing 7. Forming bid teams earlier 8. More senior management support to bids 9. Increased bid budgets 16 2014 Amplio Software
Quickest improvement on bid performance? Better qualification during Bid/ No Bid decisions - 51% Better customer engagement in the capture phase - 45% Better competitive intelligence - 39% Better pricing decisions - 36% Improved efficiency of bid reviews - 35% Improving the quality of bid writing - 34% Forming bid teams earlier - 32% More senior management support to bids - 30% Increased bid budgets - 15% Pre-Bid Pre-Bid Early in Bid Phase During Bid During Bid During Bid Early in Bid Phase During Bid Pre-Bid Bid Pricing Decisions varied significantly depending on industry. 91% of Aerospace & Defence ranked it highly. Whilst only 27% from Services & Outsourcing said the same. 17 2014 Amplio Software
Discussion Point Bid team want tools that They believe the biggest improvements would be from Bid Plan Scheduling Competitive Intelligence Cost Estimation Better Bid / No Bid Decisions More Capture Phase work Better Competitive Intelligence Is it the case that the current tools make us more efficient at bidding but most of our problems occur before we start bidding? If so, are tools limited in how much they can affect win rate? 18 2014 Amplio Software
Summary: The future state of bids & technology What do people want to see more automated? Bid Plan Scheduling, Competitive Intelligence & Cost Estimation What would have the quickest impact on bid performance? Bid / No Bid Decisions, More Capture Phase engagement, better Competitive Intelligence 19
What changes need to happen? 20
Types of Tools available At Amplio, we recognise at least 10 different types of bid automation tools The tools are generally stand alone and do not yet integrate fluidly 21 2014 Amplio Software
Digitisation of the Finance Function 22
Digitisation of the Finance Function 23
Big Data Big Data could be revolutionary to competitive intelligence It requires a change of mindset from why to what 24 2014 Amplio Software
Big Data Example This Big Data example from Mail Chimp showed that more emails are opened at 3:45pm than 9am However, the data gives no explanation why 25 2014 Amplio Software
Summary: What changes need to happen? New Technologies will enable greater benefits (e.g. Big Data) The Sales & Marketing function will develop more common standards These common standards will enable more integrated toolsets 26
What is in the way of change? What are the end users most concerned about when adopting new technology? What stops organisations investing in more technology? 27
User concerns Most users are concerned about the benefits & implementation of new technology Most users do not believe the underlying concepts are flawed 28
Barriers to investment Uncertainty over benefits actually tops lack of budget for the most common barrier In a 2011 Shipley Survey; only 51% of companies were confident they knew how much they spent bidding! 29
Summary: What is in the way of change? What are the end users most concerned about when adopting new technology? Lack of benefits, linked to implementation, and cultural change What stops organisations investing in more technology? Uncertainty over benefits & lack of budget but are they linked? 30
QUESTIONS: A write-up of the full results & tonight's comments will be added to my blog: www.ampliosoftware.com/blog 31
APMP Top Member Benefits Professionals join the APMP to be a part of a community and to take advantage of the association s benefits. Our members tell us the top five benefits they value most APMPUK Limited 32 www.apmp.org www.ukapmp.co.uk
The #1 Benefit: APMP Certification Professional Certification Programme Level Industry Position Career Position Foundation Starting point for professional growth Proposal professional with 1 to 3 years experience Practitioner Professional Extensive knowledge of best practices, demonstrated through rigorous, detailed assessment of experience and mastery of applying an expanded set of competencies Advocate and thought leader in their organisations Experienced proposal professional with 3 or more years in profession Senior proposal professional and BD professional with 7+ years of experience APMPUK Limited 33 www.apmp.org www.ukapmp.co.uk
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The #5 Benefit: Chapter Events The UK Chapter hosts over 15 networking and speaker events annually, covering topics of strategic importance to bid professionals. Wednesday 11 th June in London Courageous Insights Winning Bids John Iland from VCE Global at Tata Communications, Old Bailey Tuesday 1 st July at the Royal Ascot Golf Club SUMMER BARBECUE and ROOM 101 FOR BIDS run by Jon Williams And in Autumn important stuff for those targeting public sector contracts: procurement rule changes made simple APMPUK Limited 37 www.apmp.org www.ukapmp.co.uk
'The premier personal development event for the bid & proposal professional APMP UK s Skills Development Summit dates announced for 21-23 October DAY 1: Three certification courses DAY 2 & 3: 25 speaker sessions and workshops Tickets for one and two day packages now available. For more than five delegates attending both days, including the Awards dinner, please contact Heather Bennett at conference@apmpukconf.co.uk for a quotation. Four top quality keynote speakers including Professor Lord Winston, IVF pioneer and leading broadcaster on science and Michelle Mone OBE, founder of international lingerie brand Ultimo and voted the most powerful woman in business Tickets held at previous years prices Black Tie Awards & Networking Dinner Prime location venue with hotel offering APMP UK discounted room rates 10% Launch Discount available until 31st May book now to receive the full discount
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