Jules Quested-Williams Built for Marketing Built for Marketing 2014
Established in 2008 • Wealth of experience in sales and marketing strategies, people • management and change management 25 years in the construction industry • Built for Marketing 2014
Built for Marketing 2014
Bid or No Bid Writing a tender can clarify your aims, strengths and weaknesses Raises your profile with your customer and helps learn about their needs Can impact on your existing commitments Tender selection criteria? Built for Marketing 2014
Sales Process & Pipeline Is this a good potential client, or one you don’t want to offend by not bidding? Estimate the costs of fulfilling the contract and whether or not you’d make enough money to justify it Ideally, a contract should not be more than 20% of your annual turnover Built for Marketing 2014
A Bidding Strategy Bid for work which fits with your business strategy and positioning Meet or speak to the client to gain a clear understanding of their requirements, before you start work Built for Marketing 2014
Bid Team Confirm roles and responsibilities within your bid team Manager Administrator Marketing Technical Estimating Built for Marketing 2014
Workshop How to sell yourself in 35 words Select a company from around your table Create an ‘elevator pitch’ for the company Built for Marketing 2014
Top Tips DON’T FAIL BEFORE YOU’VE BEGUN Check that your company meets the minimum requirements Check compliance (OJEU) Pass / Fail questions do what they say on the tin… Stay within the word limits Built for Marketing 2014
Top Tips Now is not the time for modesty Focus on talking about how you can solve their problems Prove you have the skills, experience and organisation for the job Give details of your team and highlight successes with similar projects Built for Marketing 2014
Top Tips Break down the questions Give substance to your answers, but remember, less is more Be relevant – no copy and pasting Built for Marketing 2014
Top Tips Use diagrams and photographs to illustrate your bid Include testimonials Built for Marketing 2014
Top Tips Check (and double check) the instructions Offline application - consider getting it printed and professionally bound Online – how to make it stand out on a portal Last but definitely not least – read, review and proofread your bid Built for Marketing 2014
Next Steps Interview techniques Feedback beyond price Built for Marketing 2014
Contact Us Jules Quested-Williams Director Email jules@builtformarketing.co.uk Sharon Bowles Senior Account Manager Email sharon@builtformarketing.co.uk There for your complete marketing journey.
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