Welcome to our webinars...

Bid Clinic Series – Top 3 upcoming reasons that will stop you winning public sector contracts

We’ll be discussing: Top 3 upcoming reasons that will stop you winning public sector contracts

Lee Hasell (Managing Partner at CA) and Matt Mitchell (Lead Senior Consultant) will be holding a webinar session on the top 3 upcoming reasons that will stop you winning public sector contracts, and how to overcome them! This includes:

  • The growing importance of current contract performance
  • Changes to procurement i.e. negotiations
  • Carbon Plans (requirement rather than response!)

Bid Clinic Series – Burning Bid Questions: Part 2

We’ll be discussing: Burning Bid Questions Part 2

Lee Hasell (Managing Partner at CA) and Matt Mitchell (Lead Senior Consultant) discuss any and all burning bid questions from our clients! The questions covered on this session include:
  • Procurement Policy Note 06/21: Taking account of Carbon Reduction Plans in the procurement of major government contracts
  • One-man band/small team – where do I start?
  • Is win-rate the only indicator we should be looking at to measure our success?

Bid Clinic Series – Are you bid ready? 

We’ll be discussing: Are you bid ready

Description: Lee Hasell (Managing Partner at CA) and Matt Mitchell (Lead Senior Consultant) will be holding a session to discuss the importance of bid readiness, and how you can achieve bid readiness! The session will cover:

  • Bid strategy versus bid pipeline
  • How Pre-bid activity supports Bid Readiness
  • A summary of the Green Paper on Public Procurement and bid readiness implications
  • Knowledge libraries and supporting collateral
  • Matching capacity, skills and knowledge to bid strategy
  • Mobilisation

Bid Clinic Series – Burning Bid Questions 

We’ll be discussing: Burning Bid Questions  

Lee Hasell (Managing Partner at CA) and Matt Mitchell (Lead Senior Consultant) discuss any and all burning bid questions from our clients! The questions covered on this session include:
  • What defines a good client relationship?
  • How do I get organisational buy-in to support the bid process?
  • How do you build and maintain an effective bid library?
  • What is required in a social value response?
  • How do I get better feedback on an unsuccessful submission?
  • When is the appropriate time to try and negotiate contract terms and conditions?
  • Requalifying
  • How to calculate the cost of a winning bid using the award data

Bid Clinic Series – The Importance of Financial Modelling and Product Pricing

We’ll be discussing: The Importance of Financial Modelling and Product Pricing 

Lee Hasell (Managing Partner at CA), Matt Mitchell (Lead Senior Consultant), and Tim Campbell (Head of CSM) will be holding a session to discuss the importance of qualifying bids. This will include:

  • The fundamentals of financial modelling and product pricing
  • Why financial modelling and product pricing should run in parallel to the production of the bid response
  • How to turn an Achilles Heel into a strength of service
  • Clarification questions
  • Requalifying
  • How to calculate the cost of a winning bid using the award data

Bid Clinic Series – The Importance of Qualifying Bids

We’ll be discussing: The Importance of Qualifying Bids

Lee Hasell (Managing Partner at CA), Matt Mitchell (Lead Senior Consultant), and Tim Campbell (Head of CSM) will be holding a session to discuss the importance of qualifying bids. This will include:

  • Preparation required to qualify a bid
  • How to qualify a bid
  • When to qualify a bid
  • How the CA software platform assists with qualifying a bid

Bid Clinic Series – Green Paper: Transforming public procurement – The Implications

We’ll be discussing: Green Paper: Transforming public procurement – The Implications

Craig Millhouse (Managing Director at CA), Lee Hasell (Managing Partner at CA), Matt Mitchell (Lead Senior Consultant), and Louise Bennett (Senior Associate at Browne Jacobson) will be holding a session to discuss the Green Paper: Transforming public procurement and the implications of it. This webinar summarises the aims and purpose of this paper as well as the proposed changes and our thoughts around those changes.

If you’d like more information about how the Green Paper affects your business, please see our article Green Paper: Transforming public procurement.

Bid Clinic Series – The Importance of pre-bid activity in winning more business

We’ll be discussing: The Importance of pre-bid activity in winning more business

Lee Hasell (Managing Partner at CA), Matt Mitchell (Lead Senior Consultant), and Tim Campbell (Head of Customer Success) will be discussing the importance of pre-bid activity in winning more business. Tim will also be showing us how to best utilise the CA platform to support and maximise this activity!

Lee, Matt and Tim will explore the following areas:

  • Gathering market intelligence
  • Building a pipeline
  • Pre-bid engagement
  • Qualification

Bid Clinic Series –The Importance of stage 2 of the CA 7-stage bid process

We’ll be discussing: The Importance of stage 2 of the CA 7-stage bid process

Lee Hasell (Managing Partner at CA) and Matt Mitchell (Lead Senior Consultant) will be discussing the importance of stage 2 of the CA 7-stage bid process, namely the Bid Kick-off and Strategy Session Lee and Matt will explore the following areas:

  • The pre-work to Stage 2
  • What stage 2 includes and the importance of each element

Bid Clinic Series –The importance and value of both the Bid Project Manager and Bid Writer roles and skill-sets

We’ll be discussing The importance of and value of both the Bid Project Manager and Bid Writer roles and skill-sets. 

Lee and Matt will explore the following areas:

  • Why both roles are so important and collectively produce better results
  • The value of having a formal bid management process (e.g. the CA 7 stage process)
  • The role of the bid writer

Bid Clinic Series –The importance of starting a bid as early within the process, as is possible!

We’ll be discussing The importance of starting a bid as early within the process, as is possible!

Lee and Matt will cover the following areas:

  • The importance of having advanced visibility; using the CA platform and from this, creating a pipeline of opportunities, both new and retention
  • Pre bid engagement and research
  • Starting the formal bid process before the live tender

Bid Clinic Series – How to turn heads and win business!

We discuss how to turn heads and win business

Lee Hasell (CA Managing Partner), Matt Mitchell (Business Development Consultant) and guest speaker Lucy Start delve into:

  • Pre-bid customer relationships and engagement
  • The importance of introductions when writing bid responses to capture the commissioners attention!
  • The presentation element of bid submissions
  • Post-bid framework activities

Bid Clinic Series – The good, the bad and the ugly!

We discuss why are some bids good, bad and ugly?

Lee Hasell (CA Managing Partner) and Matt Mitchell (Business Development Consultant) delve into:

  • Why this is.
  • The traits of each and how you can quickly identify if a bid is in the wrong place.
  • How you can go about rectifying it.

Bid Clinic Series – Part 2 – How conducting as much activity prior to the formal bid process can both save you time and improve your chances of winning!

We partner up with Harmonic for round 2!

Lee, Matt and Pete Blunden discuss how stage 1 of the CA Bid process along with Harmonic’s stage 1 ‘pre bid tools’ can greatly support stages 2, 3 and 4 of the CA bid process:

    • Stage 2 – Bid Strategy and Kick Off Session
    • Stage 3 -The Financial Modelling/Product Pricing
    • Stage 4 – Bid Response Production

Bid Clinic Series – Clarification Questions…

We discuss ‘Clarification Questions

Lee and Matt delve into the following:

      • How to write clarification questions
      • Using clarification questions strategically
      • When to send and when not to send qualification questions
      • Understanding other bidders clarification questions

Bid Clinic Series – How conducting as much activity prior to the formal bid process can both save you time and improve your chances of winning!

We partner up with Harmonic to discuss saving you time and improving your chances of winning bids!

Lee, Matt and Pete Blunden discuss how stage 1 of the CA Bid process along with Harmonic’s stage 1 ‘pre bid tools’ can greatly support stages 2, 3 and 4 of the CA bid process:

    • Stage 2 – Bid Strategy and Kick Off Session
    • Stage 3 -The Financial Modelling/Product Pricing
    • Stage 4 – Bid Response Production

Unfortunately there’s no recording of this event, but you can see the slides from the session below.

Bid Clinic Series – Why you win and lose bids!

We discuss Why we win and lose bids!’

Lee and Matt talk you through some handy tools that can be used to help understand why a bid is won or lost.

    • Internal bid team KPI’s
    • The importance of ‘analytics’ and reviewing past bids
    • Lessons to learn

Bid Clinic Series – The challenges that every bid manager and team face!

We discuss the issues and pain-points that are common to bid managers and bid teams!

Lee Hasell and Matt Mitchell delve into:

    • The common problems that they have witnessed and faced within their experience
    • And how they overcame them!

Bid Clinic Series – Q & A with Lee Hasell and Matt Mitchell

We delve into your Q & A’s!

Lee Hasell and Matt Mitchell answer your bid and tender queries.

    • Do you have any unanswered questions relating to bidding?
    • Do you continue to come up against the same challenges when bidding?
    • Are there any elements of bidding best-practice you seek clarity around?

Bid Clinic Series – Partnering with Harmonic Part 2

We’re teaming up with Harmonic again to discuss the importance of Pre-bid activity Part Two!

Thanks to so many of you turning up with questions for our team, we had to split the webinar into two parts! So here’s the second…

During the webinar the guys recap the previous session and delve into more detail around :

  • Why pre-bid activity is so important
  • What it entails
  • And the best ways to go about it, including lessons identified from current contracts that can be fed into new bid projects.

Bid Clinic Series – Partnering with Harmonic Part 1 

We’re teaming up with Harmonic to discuss the importance of Pre-bid activity (stage one in our 7-stage bid process!), specifically with the inclusion of customer engagement and strategy as this will help you win and retain more business.

We were  joined by Pete Blunden, Managing Consultant from Harmonic.

Pete focusses on critical issues, pursuit readiness, market assessment, strategy, and previous lessons identified to enhance pre-bid activity; which perfectly fits into our discussions!

During the webinar they discuss the following:

  • Why pre-bid activity is so important
  • What it entails
  • And the best ways to go about it, including lessons identified from current contracts that can be fed into new bid projects.

Bid Clinic Series  – Part 1

Given that the majority of us are now working remotely (cabin fever yet?), we thought we’d take this time to run a series of #stayathome Bid Clinic webinars!!

Lee Hasell (CA Managing Partner) and Matt Mitchell (Business Development Consultant)  discuss the importance of an advanced bidding pipeline and how this can link to the overall development of your business and sales strategy.

During the webinar, they look at:

  • The importance of creating a bidding pipeline
  • How far in advance should a pipeline be looking; 6, 12 or 18 months
  • How your business development and sales strategy should align with the pipeline
  • How you can produce a pipeline

Bid Clinic Series – Part 2

Our second webinar in the #stayathome series looks at ‘How to win direct awards’…

Lee Hasell (CA Managing Partner) and Matt Mitchell (Business Development Consultant) cover:

  • The mechanisms and approaches that can be used to achieve this
  • Some of the stages that can be adopted to help achieve Direct Award
  • The importance of the client relationships
  • The importance of the proposal itself and what should be included within

Bid Clinic Series – Part 3

The third in the #stayathome series delves into ‘What should bidding teams be doing throughout these unprecedented times’

Lee Hasell (CA Managing Partner) and Matt Mitchell (Business Development Consultant) discuss:

  • How Furlough may impact this
  • What to do if tenders that are on your pipeline are still being published
  • What to do if there are no bids.

Bid Clinic Series – Part 4

As part of our #stayathome webinar series, Lee Hasell (CA Managing Partner) and Matt Mitchell (Business Development Consultant) delve into The importance of Qualifying a bid, and what this entails.

They discuss the following:

  • Why is qualification so important?
  • How to qualify
  • What the output of qualification should tell you

Bid Clinic Series – Part 5

As part of our #stayathome webinar series, Lee Hasell (CA Managing Partner) and Matt Mitchell (Business Development Consultant) delve into the best ways to offer bid training.

They discuss the following:

  • Ways in which training can be offered – recordings, virtual, F2F.
  • What to deliver – ( & the balance between sharing best practice and a client’s requirements)
  • The end results required

Bid Clinic Series – Part 6

Lee Hasell (CA Managing Partner) and Matt Mitchell (Business Development Consultant) pick at  what really annoys you within the bidding world.

During the webinar they discuss the following:

  • Short time frames to bid
  • Poor, minimal, contradictory specifications
  • Internal decision-making
  • Word counts (excessively short or long)
  • Getting the rest of the business engaged

Bid Clinic Series – Part 7

Lee Hasell (CA Managing Partner) and Matt Mitchell (Business Development Consultant) as they ask, are you prepared for Lock Down Exit (LOXIT)?

During the webinar they discuss the following:

  • Bidding demand over the coming months
  • The preparation and management of this
  • We’ll also be going over relevant elements from previous webinars

Autumn Bid Clinic

Our Autumn bid clinic sees our Managing Director Craig Millhouse, Managing Partner Lee Hasell and Assistant Consultant Sam Darragh delve into our 7-stage bid process.

In this bid clinic, we look at the important of the following:

  • Stage 1: Pre-bid Activity – Looking at future pipeline creation, pre-bid customer engagement and initial qualification.
  • Stage 2: Bid Kick-Off & Strategy Session – Here, we go through solution design, key win themes, USP’s, competitor analysis and project timelines.
  • Stage 3: Financial Modelling – Taking you through service design and/ or product costing and meeting the client’s financial requirements.

September 2019

Winter Bid Clinic

After the success of the Autumn bid clinic, we wanted to complete our 7-stage bid process break down! Join Lee Hasell, Sam Darragh and Craig Millhouse as they discuss the following essential stages:

  • Stage 4: Bid Response Production: We’ll explore how you should conduct workshop sessions, the importance of creating draft responses, and use the CAA 5 Point Plan to construct a winning bid response.
  • Stage 5: The Mid Bid Review: We’ll discuss the purpose of the review to ensure all key actions are being managed and how to agree on solutions to any issues that may have arisen.
  • Stage 6: Final review of bid before submission: We’ll take you through CAA best-practice for reviewing responses and how this supports the scoring system/matrix outlined in the specification.
  • Stage 7: Bid sign off and continuous improvement: We’ll discuss the importance of achieving finalisation before sign off, debriefing on bid losses and wins, and hand-over for mobilisation.

December 2019