Top Skills Every Successful Bid Manager Should Have
We should include here, top skills for a bid manager, other than writing, which has been provided in detail and volume elsewhere. Bid managers are the people who lead and oversee the bid process in an organisation. They are responsible for planning, organising, and managing the bid team and the bid activities. They also liaise with the client and other stakeholders, and ensure that the bid is compliant, competitive, and delivered on time.
Bid managers play a key role in winning new contracts and growing the business. But what skills do they need to succeed in this challenging and rewarding role? In this article, we will explore the top skills every successful bid manager should have, and how they can develop and improve them.
Strategic vision and analytical thinking
A bid manager needs to have a strategic vision and analytical thinking. They need to be able to understand the client's needs and expectations, the market conditions, and the competitive landscape. They need to be able to develop and communicate a clear and compelling bid strategy that aligns with the organisation's goals and values. They also need to be able to analyse and evaluate the bid performance and outcomes, and identify areas for improvement and innovation.
To develop this skill, a bid manager should:
- Research and analyse the client's requirements, expectations, and feedback, and use them to create a win theme and a value proposition for the bid.
- Research and analyse the market trends, opportunities, and threats, and use them to identify and prioritise the most suitable and profitable bid opportunities.
- Research and analyse the competitors' strengths, weaknesses, and strategies, and use them to differentiate and position the bid.
- Use data and metrics to monitor and measure the bid performance and outcomes, and use them to make informed decisions and recommendations.
- Seek feedback and learn from the successes and failures of previous bids, and use them to improve and innovate the bid process and standards.
Leadership and management skills
A bid manager needs to have leadership and management skills. They need to be able to lead and manage the bid team, assigning tasks, monitoring progress, and ensuring compliance with the bid process and standards. They also need to be able to motivate and inspire the bid team, and create a positive and collaborative culture. They also need to be able to manage the bid budget, resources, and risks, and ensure that the bid is delivered on time and within scope.
To develop this skill, a bid manager should:
- Set clear and realistic goals and objectives for the bid team, and communicate them regularly and effectively.
- Delegate tasks and responsibilities to the bid team members, based on their skills, availability, and preferences.
- Provide regular feedback, coaching, and mentoring to the bid team members, and recognise and reward their achievements and contributions.
- Encourage collaboration and communication among the bid team members and with other stakeholders, and resolve any conflicts or issues that may arise.
- Manage the bid budget and resources, and ensure that they are used efficiently and effectively.
- Manage the bid risks and issues, and ensure that they are identified, assessed, and mitigated.
- Problem-solving and decision-making skills
A bid manager needs to have problem-solving and decision-making skills. They need to be able to identify and solve any problems or challenges that may occur during the bid process, such as changing requirements, technical difficulties, or resource constraints. They also need to be able to make quick and effective decisions, such as choosing the best solution, selecting the best team, or negotiating the best terms.
To develop this skill, a bid manager should:
Use a structured and logical approach to problem-solving, such as defining the problem, generating and evaluating alternatives, and implementing and reviewing the solution.
- Use a structured and logical approach to decision-making, such as defining the criteria, gathering and analysing information, and making and communicating the decision.
- Use tools and techniques to support problem-solving and decision-making, such as brainstorming, SWOT analysis, cost-benefit analysis, or decision matrix.
- Involve the bid team and other stakeholders in problem-solving and decision-making, and seek their input and feedback.
- Bid Reviews and learn from the outcomes and consequences of problem-solving and decision-making, and use them to improve and refine the process.
Negotiation and persuasion skills
A bid manager needs to have negotiation and persuasion skills. They need to be able to negotiate and persuade the client and other stakeholders, such as bid partners, suppliers, or senior management, to achieve the best outcomes for the bid. They need to be able to communicate the benefits and value of the bid, and overcome any objections or concerns. They also need to be able to build and maintain strong and trusting relationships with the client and other stakeholders, and ensure their satisfaction and loyalty.
To develop this skill, a bid manager should:
- Prepare and plan for the negotiation or persuasion, such as identifying the goals, interests, and positions of each party, and developing the best arguments and strategies.
- Use effective communication skills, such as active listening, questioning, and summarising, to understand and address the needs and expectations of each party.
- Use effective negotiation and persuasion techniques, such as framing, anchoring, or reciprocity, to influence and convince each party.
- Use emotional intelligence and rapport-building skills, such as empathy, respect, or humour, to create a positive and cooperative atmosphere.
- Use creativity and flexibility, such as offering alternatives, concessions, or incentives, to find a win-win solution.
How Thornton & Lowe Can Help You Develop Your Bid Team Skills
At Thornton & Lowe, we are passionate about helping bid teams develop their skills and achieve their potential. We offer a range of bid training courses, workshops, and coaching sessions, delivered by our experienced and qualified bid trainers and coaches. We can help you and your bid team to learn and improve the skills you need to succeed in bid management, bid writing, and bid design. We also have our bid mentor service, which combines bid writing training, with 1-2-1 guidance and reviews.
Our bid training courses are tailored to your specific needs and preferences, and can be delivered online or face-to-face. We can also provide you with ongoing support and feedback, and help you to monitor and measure your progress and performance. Whether you are a new or experienced bid manager, or you want to train your bid team, we can help you to achieve your goals and win more contracts.
If you are interested in our bid training services, please contact us today. We would love to hear from you and help you with your bid training needs.
