Mission impossible - transforming individuals into a successful bid team

Ian Hirst (Greenbank Partnership)

The bid team that works well together, succeeds together! Practical strategies for making the most of the different skills and experience within a bid team

Bid teams are of course, nearly always made up of a mixture of characters and roles - from the red-meat-eating salesperson, the technical specialist, the product manager, to maybe even a project manager or sector specialist or two. They may rarely meet up except for bids - or even worse - they may often meet up and not get along.

Either way, the bid manager's job is to bring this highly-skilled (let's give them the benefit of the doubt for the moment), disparate group together, facing impossible timescales and with nowhere near enough information - and then turn out a world-class bid that makes the most of everybody's skills and experience.

Great bid managers can do this of course and this session will throw in some practical ideas that will enable you to learn from them. That will include looking at the top seven team issues that you have said are keeping you from being successful - and giving you a bit of science too – and examining the different natural approaches to team-working and how to leverage these when you have a mixed team.

Ian Hirst has 20 years' experience in a variety of front-line sales and director roles with blue chip companies. His most recent position was head of global sales operations with Reuters, where he rolled out bid best practice to 1500 salespeople in 20 different countries.

Since 2002 Ian has run Greenbank's Driving Sales Growth practice, working with wide variety of blue chip organisations to improve their bid approach and sales capability, via consultancy, coaching, live bid support and Greenbank's own sales training curriculum. He has a humorous, lively style and runs engaging, highly interactive workshops.


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