A typical core bid team is composed of six essential members: the sales lead, bid director, solution lead, procurement manager, financial manager, and contract manager. These roles engage from the beginning to the end of the bidding process, while additional resources may support specific stages. The bid team is centered around customer needs, emphasizing the importance of a customer-centric approach.
Sales Lead
The Sales Lead, who may hold various titles such as Sales Manager or Client Partner, serves as the critical link between the customer and the bid team. Their primary responsibilities include maintaining direct contact with the customer to identify opportunities, understand stakeholders, and recognize pain points. They gather customer intelligence and clarify expectations, providing essential information at the bid initiation stage that informs the overall strategy. Throughout the preparation phase, the Sales Lead offers insights on pricing and operational expectations, leads negotiations, and challenges internal stakeholders to deliver optimal solutions. Keeping team members informed about customer insights is vital to minimize rework later in the process. The Sales Lead plays a key role in decision-making within the team, collaborating with others on significant choices.
Bid Director
Next is the Bid Director, also referred to as the Bid Manager or Bid Coordinator, whose role varies based on experience and project complexity. This individual oversees the submission to the customer and manages internal processes, acting as a project manager. Key tasks include budget preparation, resource allocation, and ensuring alignment of internal requirements with customer expectations. The Bid Director leads team members and subject matter experts, coordinating activities and ensuring quality standards are met. Risk management is another critical aspect of their role, as they identify and address potential issues throughout the bid process. Although direct customer interaction is primarily handled by the Sales Lead, the Bid Director works closely with sales to refine the strategy and ensure timely submission of bids.
Solution Lead
The Solution Lead is another core team member, responsible for translating customer requirements into viable internal solutions. This role involves analyzing customer needs and designing a comprehensive technical solution that aligns with both customer expectations and the company’s capabilities. The Solution Lead collaborates with solution architects and subject matter experts, constructing a solution that includes various building blocks. Additionally, they prepare cost estimates, which can be derived from existing solutions or constructed through a bottom-up approach, factoring in potential risks and contingencies. Continuous improvement is a priority, as each iteration of the solution should enhance quality, cost-effectiveness, or customer alignment. During negotiations, the Solution Lead represents the technical aspects of the bid, ensuring that the proposed solution meets the customer’s needs while remaining feasible within the company’s resources.
Summary
In summary, each role within the core bid team plays a distinct yet interconnected part in creating a successful bid. From understanding customer needs to managing internal processes and developing technical solutions, these roles collectively ensure a focused and effective bidding strategy.
