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Preparation and Training Count!

I recently survived a walk up ‘Squirrel Edge’. This was a fantastic experience even though this was a real challenge for me and involved coaching and training along the way.

We started our adventure in the small village of Glenridding, located at the southern end of Ullswater, in the English Lake District. The village is popular with mountain walkers who can scale England’s third highest mountain, Helvellyn, and many other challenging peaks from here.

Luckily one of our clients organised a fantastic trip for us. He is a trained mountaineer, years of experience of leading successful trips and it was clear from the outset that planning and training was going to play a crucial part in surviving!

Two weeks ahead of the walk, he presented and communicated a clear and concise plan including sending a full itinerary to me ahead of the day including;

  • Where to meet and park
  • What to bring with us (including map, compass, gaiters, ice picks, poles, boots, crampons, waterproofs, flask, lunch and goggles)
  • Daily weather check at different altitudes
  • Other items of clothing to bring
  • Identifying rest points and where/when to have lunch…
  • Providing training along the route including how to use ice picks safely to stop you falling!

When we arrived – he provided me with all of the above except the waterproofs, flask, lunch and goggles!

I compare the experience to planning and winning a tender. You need to plan ahead and agree the resources and interventions which adds real value to your client. This needs to be clearly communicated and agreed up front. Bringing in an expert to lead, guide and coach you through the process can be a crucial part to your success.

Producing and sticking to the bid plan is crucial. A recipe for success is presenting and agreeing a lean bid process with clear interventions upfront that demonstrates value.

When we arrive to support a bid team we may not provide the full bid management service depending on resource and skills in the team. For example, we may provide a service, which just includes a style guide, win themes, answer planning and reviewing model as the client may have bid writers and other resources in their team to support them winning the bid.

An important part of enjoying the challenge of winning tenders is coaching and training the team as you complete the bid. Keeping the team motivated is important through sustained periods and through intense periods.

We have just invested in a head of training and created a dedicated tender training website that will be providing a range of added value courses alongside our series of accredited bid management courses.

This will include;

  • In-House Training – specific training needs to fill in the gaps whilst working on a live tenders
  • ILM Accredited – 2 day courses designed to show you how to manage winning tenders
  • 5no separate modules which you can purchase on-line and review at your leisure

Watch this space and contact our new Head of Training, Amanda Crewe for more details: amanda@tendermanagement.co.uk

Plan to win, don’t plan to fail and enjoy the experience through training and coaching.

We found out later during our descent that a guy had fallen down the mountain, luckily only breaking his ankle, but he had to be air-lifted to hospital.

Don’t lose tenders through a lack of planning and training as losing is a very painful experience!

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