As someone with 15+ years in bid and proposal management leadership roles, you might think there’s little a new standard could teach me. However, upon reviewing PAS 360, I found various ways it can still add value - even for seasoned veterans.
Formalising the Knowledge
Much of what PAS 360 outlines reflects practices and thinking I’ve developed through years of trial and error. But having it codified with common terminology, process documentation and explanatory annexes is hugely helpful. It brings structure to knowledge that was previously based more on feel than formalized documentation.
This standardised approach allows for more consistent onboarding of new hires without as much reliance on my personal expertise. It also provides a foundation for developing training programs to propagate best practices systematically across the function.
Continuous Improvement Lens
The maturity model and metrics framework promote an ongoing optimisation mindset I fully endorse. While my functions have always refined our processes, PAS 360 encourages collecting both qualitative and quantitative data sources I hadn’t previously considered.
This data-driven prioritisation of enhancements keeps the function challenging preconceived notions based on past success. It helps remove biases to see opportunities with fresh eyes. The continuous improvement philosophy PAS 360 promotes very much aligns with my own.
Strategic Perspective
Where I had previously focused inward on developing individual bids, PAS 360 broadened my considerations to an outward, whole-of-business lens. It promotes integrating bidding capabilities throughout the organisation’s functions and strategy.
Thinking in terms of collective lessons learned and function-level knowledge management has led to identifying new synergies across previously siloed activities. We now look to develop more innovative solutions through cross-disciplinary collaboration.
Justification and Change Management
Getting buy-in for changes can be an uphill battle even with great ideas. PAS 360’s stamp of approval makes proposed initiatives harder to dismiss out-of-hand. Its formal principles provide political cover when shifting mindsets resistant to doing things differently.
For any experienced bid manager open to ongoing refinement, PAS 360 offers structured guidance that incorporates lessons gained first-hand. Adopting its holistic, fact-based approach allows us to deliver consistent value for customers and the broader businesses we work with.
Let us know your thoughts and feedback on PAS360:2023. Have you read it and do you think it will bring value to your bidding processes?
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