From outsider, to frontrunner, to also ran

Lorraine Baird and Susan Moran (Aviva)

Susan-MoranAn epic tale of heroism, bidding excellence, dedication and unwelcome branded mugs. Find out how the Aviva team tackled a must-win bid and got it right - and wrong, in some interesting ways.

It's 2011 and Aviva is invited - almost out of the blue - to bid to a major UK retailer. This causes great excitement throughout the business and the internal message is that everything must be 'world class'. It triggers a gargantuan work effort: the retailer wants submissions on six separate products in extremely short timescales. The schedule of activity is unorthodox as well as intense, adding to the pressure, but the team pulls out all the stops (and then some). As time goes on, the win probability increases: the partner displays strong buying signals as the field narrows to three contenders.

Join Lorraine and Susan as they take you on the (ultimately unsuccessful) race to win - a marathon with hurdles such as a six-volume response document, five due diligence site visits, numerous additional response documents, a testing management presentation and a competitive contractual stage. Prepare to encounter new insights as well as some universal truths about bidding.

About Lorraine and Susan

Lorraine Baird leads the twelve-strong Aviva General Insurance (GI) bid team. She does so with warmth, vision, unwavering commitment to best practice and a great sense of humour. Susan Moran (pictured) leads the nine-strong Aviva GI proposal team, comprising proposal managers, designers, writers and a production and knowledge manager. Her obsessions include quality, continuous improvement and hyphens.


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