03.
POST-BID
The majority of post-bid opportunities to add further value come, in our experience, in the form of new and improved ways of communicating. This is particularly the case with complex or transformational contracts that have a large number of moving parts, and a large number of end-users – who ultimately determine the success of a project.
There are three typical offers with the greatest impact:
PMO COMMUNICATIONS
Offering to take control of the way that project data and updates are managed and disseminated across work streams and stakeholders via a mechanism or platform controlled by yourselves e.g. PMO communications portal.
END-USER CHANGE MANAGEMENT
We see that those bidding organisations who offer to contribute in some way to ensuring the end-user is on board with, and successfully adopting change, do better at the bid stage. For example, this may be an internal change management communications programme.
BAU COMMUNICATIONS SET-UP
Setting in place a channel for on-going communications during the bid phase legitimises ABM style communications from the outset, enabling you to deliver ADP related content direct to the customer, and engage with them continuously. The best ADP’s are ones that can be shown to, and worked on with, the customer via a process of co-creation.
“When leaders ensure that frontline staff members feel a sense of ownership, the results show a 70 percent success rate for transformations. When frontline employees take the initiative to drive change, transformations have a 71 percent success rate. When both principles are used, the success rate rises to 79 percent.”
McKinsey & Company
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