Empowering account teams at Deloitte to produce a compelling response to every bid

Tim Pollard, Head of Bids at Deloitte, wanted to respond more effectively to an increase in bids. To do this, he needed to address two key challenges.

The first challenge was that bid responses were very technical and ‘dry’, with competitive, value-focused messages that were neither properly defined nor communicated.

The second challenge was that bids were written by partners, a process which was neither scalable nor cost-effective. Therefore, Tim needed to ensure members of each account team could produce a compelling and competitive response to every single bid.

The training solution: Structured Bid Writing training

Writing Machine Academy ran its Structured Bid Writing (Fundamentals) training course for account team delegates at Deloitte. To meet the requirements of the delegates, the course included competitive messaging, and executive summary writing.

Delegates were taught to remember they were in a competitive situation, rather than churning out the same Deloitte messages time and time again. They also learned how to write engaging executive summaries, and clear and concise bid responses.

Client feedback

Delegates were asked to give a score out of five on a list of feedback questions, such as ‘Quality of the training content’, ‘Quality of the trainer’ and ‘I have learned new techniques that will enhance my writing’. The average score for the course was 4.6 out of 5.