I was keen to see what Bill Graham, Bid veteran for more than 30 years, had to say at the last APMP event in Joburg. His first slide showed a female guerilla, of the gorgeous variety, with battle regalia. This is when I knew we were in for an entertaining treat. He drew examples from sources as diverse as reality TV and World War 2. Here I am with Bill at the event.
Bill shared many pearls of wisdom with us, but my favourite pearl was his advice to find the need and fill it, which reminded me of that inventor character from the kiddie’s movie ‘Robots’. My favourite anecdote was his story about a speaker who said “I’m as sweet as sugar” but the client heard “I’m a Swedish hooker”. Just another reminder, I guess, to keep your messages clear and communicate them well.
You can see the audience paid close attention to Bill’s tips, including:
1) New business is won on purpose, not by accident – reinforce a winning culture in your company.2) Get a sponsor – if you executive buy-in, your success will soar.
3) Make a plan – keep an active account plan and proposal plan
4) Follow a process – use continuous learning to tweak your process.
5) Know your client’s shoe size – their strategy and supply base, your relationship, and more.
6) People buy people – match your people to theirs and have meaningful conversations.
7) Beware the guerillas – don’t let big egos in your team take over and derail your efforts.
8) To bid or not to bid – spend more time on the bids you can win and say ‘no’ if you can’t.
9) Keep your enemies close – know the competition and make them irrelevant.
10) Find the power – remember who signs the cheque and who influences them.
I was curious to see Bill in action as a consultant. He works with several companies including Gateway Communications (rebranding to Vodacom Business Africa) in Woodmead. He says they’re known as street-wise strategic thinkers. I met Geoff Hardwick, Managing Director for the Southern Region, who has warm hands and a warm heart. I overheard Bill telling Geoff that he can help them to turn their street-wise strategy into reality by helping the Gateway team comply with best practice bid process. This is where it all happens. Go Bill!
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