Proof Points | Bid Solutions

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1. I’ve kept such a spreadsheet since 2004. It makes for interesting reading, especially when I look at my years of doing high volume ‘fast and furious’ commodity bidding (which produces lots of data) and how this compares to my more recent public sector bidding where one bid can last for years and the spreadsheet shows very little. And there are years when I spent more time training or managing others than submitting my own bids. But it all tells a story: that I am always focused on the value I bring to an organisation, hence my sense of worth and justification for what I charge. “But whilst win and capture rates get people’s attention and help you to benchmark yourself against others, a less brutal manager should be asking you about ‘how’ you achieved your performance.” Whilst there’s an easy way to measure success, always aim to ‘lift’ more than win rates. Be the catalyst within the team that energises and inspires others to achieve success. And have the proof points to evidence your value.

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