How BSI PAS 360 can help merging bid teams
There are many benefits for organisations and individuals choosing to embrace the guidance in BSI PAS 360:2023 – the new international code of practice for bid and proposal management.
One common use-case is helping mergers and acquisitions (M&A) assess, consolidate, and embed two separate teams, each with their own processes, tools, systems, knowledge and skills.
Here we take a closer look at how an independent standard in the bidding process can help resolve these real-world challenges.
Benefits
Uniformity & consistency
Having an independent standard ensures there is a common guideline that both teams can follow, promoting uniformity and consistency in the bidding processes of the merged entities.
Objectivity
An independent standard helps in maintaining objectivity, as it reduces biases or preferences towards the practices of one of the merging companies.
Efficiency
A standardised process can make the overall bidding function more efficient by avoiding the confusion and delays that may arise due to having two different sets of standards or procedures.
Integration
It facilitates smoother integration of the two teams, as it gives them a common framework to operate within, making the transition easier and less disruptive.
Performance Measurement
With a standard in place, the performance and maturity of the bidding function can be measured and compared consistently across both teams, enabling continuous improvement.
Best Practices
An independent standard encapsulates best practices, ensuring that the merged entity adopts a robust and effective approach to bidding, leveraging the strengths of both teams.
Stakeholder Confidence
Stakeholders, including clients and partners, may have greater confidence in the merged entity’s bidding process when it is governed by an independent standard, as it conveys professionalism and reliability.
Reducing Conflicts
It can help in reducing conflicts or disagreements that might arise due to differing opinions or approaches of the two teams by providing a neutral and common reference point.
Focus on Strategic Objectives
An independent standard allows the head of the bidding function to focus more on strategic objectives and decision-making, rather than getting bogged down in resolving procedural discrepancies or inconsistencies.
Continuous Improvement
Adopting an independent standard includes mechanisms for regular updates and improvements, ensuring that the bidding process remains current.
Legal and Ethical Compliance
Such standards often encompass legal and ethical considerations, ensuring that the bidding processes of the merged entities are compliant with relevant regulations and ethical norms.
In summary
Having a well-established independent standard as a reference would thus enable the head of the bidding function to effectively manage, coordinate, and align the activities of both teams towards the successful execution of bids in the post-merger scenario.
Use-cases
Each of these three examples illustrates the practical benefits of applying an independent standard to the bidding function during a merger, facilitating integration, improving decision-making, and enhancing overall performance.
Example 1: Standardisation of Procedures
Scenario:
Company A and Company B are merging. Each company has its own bidding team with distinct procedures for evaluating and submitting bids.
Application of an Independent Standard:
An independent standard is adopted, outlining a comprehensive and unified bidding process.
Both teams are trained according to the new standard, ensuring that everyone understands and follows the same procedures.
Outcome:
The teams can work together more seamlessly because they follow the same processes.
There is less confusion and fewer errors in the bidding submissions, improving the chances of winning bids.
Example 2: Objective Evaluation and Decision-Making
Scenario:
The two merging companies have historically operated in slightly different market segments, and their bidding teams have different areas of expertise and biases.
Application of an Independent Standard:
The standard provides objective criteria for evaluating opportunities and making bidding decisions, reducing subjective biases.
It encourages the teams to evaluate bids based on merit and alignment with the merged company’s strategic objectives.
Outcome:
The bidding teams make more rational and objective decisions, optimising the allocation of resources and improving the success rate.
Example 3: Conflict Resolution and Integration
Scenario:
The bidding teams from each company have strong opinions about how to approach the bidding process, leading to conflicts and disagreements.
Application of an Independent Standard:
The independent standard acts as a neutral reference point to resolve conflicts and align the teams towards common practices.
It facilitates discussions and compromises by providing a framework that both teams can agree on.
Outcome:
Conflicts are minimised, and the teams are able to integrate more smoothly.
The head of the bidding function can focus more on strategic leadership rather than resolving procedural disputes.
Can you help me?
Absolutely! Our BidCode® 360 Change services enable organisations to assess their maturity against PAS 360 and implement the necessary changes to confidently improve bidding performance.