Effective bid pipe management is part of our training program in which we apply and teach industry best practices regarding items prior to the RFP. People who apply these tenants win more business, use less B&P and run more effective business development organizations. Our approach allows both executives and their subordinates to better understand a client’s best value. Syndetics offers two proprietary tools that assist client management in rank ordering candidate programs and improves visibility across the entire enterprise. This training uses a numeric scorecard to quantify the bid pipe and a stoplight chart to qualify the process. Not only does this support senior leadership in prioritizing their bid pipe opportunities, it provides a means to guide business capture activities and becomes the foundation for effective customer dialogue.
As industry continues to restructure and reorganize, this process becomes more important as the lynch pin between good business capture behaviors, effective B&P utilization and effective proposal strategy development. Proposal strategy development benefits from the information gathered from client information and competitive intelligence. Our approach was deliberately created in response to feedback received from our clients suggesting that previous industry standards had become entirely too difficult to implement in today’s lean business development environment. Syndetics offers this training free of charge to clients who have Syndetics support them in a proposal development center environment or when a substantial amount of work is necessary to support a strategy driven campaign approach. The training provided here becomes a mechanism to bring parts of the organization together, which improves organizational effectiveness, improves the quality of the proposal strategy and focuses client use of scarce B&P.