Extreme Team Workshop

Purpose

Supplier organisations are sometimes required to provide a response to a request for the provision of a complex or challenging solution. Typically, this takes the form of a bid or a proposal. Such requests often come hand-in-hand with unrealistic timescales to assemble the bid/project team and produce risk-assessed proposals/project plans as thoroughly as one would like. Responding in time often compromises the robustness of the solution and responding late can compromise the chance of success. WPM have formulated a structured Workshop for such instances as a means to kick-start your bid activity and to accelerate the timeline without the need to compromise quality or risk.

Benefits

  • Identifying the Win Strategy and Sales Themes and sharing these with the team enhances win chance without necessarily increasing effort
  • Enables organisations to pursue opportunities which otherwise would be qualified out
  • The Workshop approach results in a more thorough risk assessment of the opportunity
  • Despite the need to assemble key decision makers (or delegated authority), the Workshop approach typically reduces the overall effort required to respond

Method

The Extreme Team concept uses a Workshop approach to assess the requirements, determine win strategy and produce an action plan to determine who in your organisation will do what in order to get the proposal to your client on time. The Workshop uses the technique that the various decision makers in your organisation will attend or will send delegated authority. The underlying principle is that those present will have decision-making authority. The Workshop then employs team-thinking techniques to maximise the effectiveness of the assembled group. The Extreme Team Workshop comprises three elements:

1. Preparation: The WPM consultant, an experienced Workshop Facilitator, will meet the account manager (primary sales contact) to gather background information on the opportunity, to determine any specific requirements and to identify potential attendees. The Facilitator will then issue a Workshop Brief, which will be sent in advance to all Workshop participants.

2. Delivery: The Workshop lasts two days. The output from the Workshop is:

  • Definition of your Client's Requirements
  • Bid Directive - includes Win Strategy, Sales Themes, Proposal Plan
  • Thumbnail Solution
  • Headline P&L
  • Action Plan

3. Follow-up: The Client should provide administrative support to document the information captured, the decisions made and the actions assigned during the Workshop. The Facilitator will review the Workshop minutes before they are issued to the team and will add further recommendations (specifically highlighting potential pitfalls). The Facilitator will also hold a further status review at an agreed time after the Workshop to check progress and to provide guidance should the team need it.

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Deliverables

  • Workshop Brief
  • 2 days of facilitation
  • Review of Workshop output and follow-up status review

Reporting & Reviewing

The Facilitator reports to the assigned Bid Manager (or Primary Sales Contact) for the duration of the service.

Assumptions

  • The Client provides the conference facility to hold the Workshop (WPM can quote for an off-site facility if this is required)
  • The Client provides admininistrative support for the Workshop
  • The Workshop will use WPM's standard bid management and project management documents unless the Client's documents can be used without the need to amend the Workshop
  • Services are delivered in the UK mainland

Acceptance Criteria

  • Strategies and plans are formulated within the two days allocated
  • Workshop minutes are issued within two days of the workshop

Price

The Extreme Team service is charged at a fixed rate of £6,400 inclusive of expenses.

Product Code

CON-017

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