Successful Bid Proposal to Product Manufacture

Successful Bid Proposal to Product Manufacture  

If you operate the type of organization that requires you to bid on work, you need to know how to compete the entire process successfully from bid to engineering to manufacture. This process is as much an art as a science, and cannot be taken lightly. Just winning the bid is not enough. The entire process must be completed in order to establish customer loyalty through the proof of competence, confidence and professionalism.

Making balanced decisions while transitioning from proposal to engineering and production is a concept to be kept in the forefront of any organization's mind.

Making balanced decisions while transitioning from proposal to engineering and production is a concept to be kept in the forefront of any organization’s mind.

In many cases organizations tend to focus on the bidding phase in this process. Making the bid stand out from all the others is an important aspect of conducting a successful business transaction, but knowing how to manage the transition from winning the proposal to successfully producing the product is paramount.

There are three key areas to consider when approaching an entire process like this. These are the understanding your customer priorities, managing the conflict in customer requirements and operations capabilities, along with providing for a seamless transition across the organization’s functional silo.

Capture customer priorities

In any process, organizations must capture customer priorities in a way that assures continued focus. In many instances meeting customer priorities is defined as meeting customer needs and providing superior value. In many ways this can be as simple as developing an approach to defining customer needs or requirements and translating them into specific plans to produce products to meet those needs.

Direct discussion or interviews, surveys, focus groups, going over customer specifications, and reviewing observation are a variety of ways to learn an organization’s priorities. These sorts of exercises can uncover the real or ‘root’ needs of customers. This understanding of the customer needs can even be summarized in a product planning matrix. A matrix such as this can then be translated into higher level wants pointing at lower level product requirements or technical characteristics. In this way, the customer’s needs can effectively be satisfied.

Transition smoothly from proposal to engineering and production

Making balanced decisions while transitioning from proposal to engineering and production is a concept to be kept in the forefront of any organization’s mind. Using a methodology that will support and advance the decision-making process across the life of the project is ideal. Knowing the capabilities of your engineering function and your production function when applying this decision-making methodology will make the whole process better. Not to mention that having this in mind during the bidding process will make that step much easier.

The greatest significance of having some sort of methodology in mind, when making decisions is that it provides a structure to guide organizations through an entire process. Criteria must be identified and considered systematically in the whole process. This will also visibly show and identify any pitfalls you may experience in the project.

Align a manufacturing plan

Integrating the many functional viewpoints into an aligned manufacturing plan is key to any successful project. The need for the alignment of engineering and manufacturing with areas such as IT is absolutely necessary. As the landscape becomes more competitive, companies must be more responsive to change.

There are many different methodologies and models to use as a guide for alignment. As always, an organization must consider the culture of its workforce. Cross-functional teamwork must be reached in order to develop any successful manufacturing plan. The right methodology can be applied to accomplish this. Having a thorough understanding of all areas in an organization including business and IT functions can facilitate alignment.

These areas kept at the forefront when tackling any project is helpful. Creating proactive ways to manage the integration of bidding, engineering and operations of an entire process is important. This will promote customer satisfaction when your organization delivers successfully on a project. It also promotes departmental harmony, effective and efficient organizational operations, and an organization’s future growth.

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Revealed The Unintended Consequences Of A Single Approach To Quoting Complex Manufacturing Products , Focus on Engineering to Production Release – Part II

Discover the Ways to Manage Integration of Engineering and Operations

This month’s webinar is part 2 of The Unintended Consequence of A Single Approach to Quoting Complex Manufacturing Products – Order Acceptance and Engineering to Production Release and the importance of shared accountability to achieve the triple bottom line; PROFITS, CUSTOMER DELIGHT and Loyal & Engaged Employees.

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Date: June 18, 2014 WEDNESDAY
Time: 12 Noon ET | 11 AM CT | 10 AM MT | 9 AM PT
Duration: 30 Minutes

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Registration Link:

https://www2.gotomeeting.com/register/172299146

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Obtaining Profitability and Executability When Bidding Complex System Jobs

Road mapping the process “as is” and then brainstorming unique and varied solutions can be very beneficial when planning complex jobs.

Road mapping the process as is and then brainstorming unique and varied solutions can be very beneficial when planning complex jobs.

When bidding complex manufacturing jobs whether a factory process or administration process, such as coding, it is important to keep a few things in mind to increase profit margins. Understanding the client, the job and the tools needed in bidding jobs can drastically improve the profitability of your organization.

Using the tools learned via operational excellence to confront the challenges inherent in any complex system can help overcome any adversity. Road mapping, value stream mapping and many other improvement concepts can make bidding each job one that is successful and profitable.

The key when planning and quoting is identifying the most common challenges and applying the proper tools. Some fact-finding about the nature of the issues being faced and uncovering root causes can lead to the empowerment to discuss and address these issues.

One of the challenges encountered in any complex process is often the use of a single process to accomplish it. The desire to simplify things often has unintended consequences. Complex processes often require multiple approaches. This is where organizational excellence concepts and tools come in handy. Road mapping the process as is and then brainstorming unique and varied solutions can be very beneficial when planning complex jobs.

Another pitfall people often fall into is assuming that the customer actually knows what to tell you so that you can properly quote and bid on a complex item. Customers notoriously say they want one thing, but require something different. The use of continuous improvement tools allows you to give them what they actually want. It also allows you to do it in a manner that actually meets their needs without it being over or under engineered on your side. These tools allow you the ability to hit on the exact amount of work needed to complete the job without bidding too much or too little. This only increases your profitability.

Finally, silo thinking in some organizations around doing bidding and quoting has many unintended consequences that show up later. This thinking is an attitude found in some organizations that occurs when several departments or groups do not want to share information or knowledge with other individuals. Silo thinking reduces efficiency and reduces accountability for the results of a project. Once again the tools of operational excellence can help this situation along. These tools promote the sharing of information in an attempt to let the group function as a team thereby reducing misaligned objectives and helping you bid successfully.

Recognizing these situations and applying operational excellence thinking can provide solutions and road maps to solving these three big challenges. It helps diagnose the root causes of the issues the organization faces. It often creates and facilitates dialogue to help develop successful solutions and shows the way to implement those solutions.

By doing so the bidding process for complex jobs is easily defined and can lead to success in the job and success in your organization. It ultimately comes down to the ability to do your analysis to determine the relative profitability and executability associated with the jobs you’re bidding. It allows you to do it properly and efficiently.

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Revealed – The Unintended Consequences Of A Single Approach To Quoting Complex Manufacturing Products. Free Webinar on May 21, 2014. 12 Noon ET.

Profitability for Complex Manufacturing lies in producing products the customer wants at a price that consistently yields high profit margins; and knowing before you accept the order it will erode your profit margins.

This month’s MetaExpert Webinar series is all about QUOTE TO ORDER and how to evaluate your process for optimal profits. Join us and benefit from this 55-minute Free Webinar from one the world’s top Operational Excellence Thought Leaders and Keynote Speakers, Ron Crabtree or MetaOps.

This webinar REVEALS how to:

1. Identify if your Quote to order system is losing you money.
2. Uncover solutions to challenges in your quote to order process.
3. Measure return on investment. If you improved the quote to order process.
4. Simplify a complex award to order system and set specific action steps for improvement.
5. Determine if you are accepting the right business (not all sales are equal).
6. Navigate the political landscape in your organization to create a win for all.

What you will Receive:

  • 30-minute Consultation with Ron Crabtree
  • Custom Webinar
  • Appraisal
  • Receive a recording of the event. Receive a PDF Version of the presentation
  • Gain access to the monthly MetaOps Magazine

Join us as we help complex manufacturers uncover roots causes for lost profits; and leave empowered to lead meaningful discussions around improving your quote to order process for optimal profits.

Date: May 21, 2014 WEDNESDAY
Time: 12 Noon ET | 11 AM CT | 10 AM MT | 9 AM PT
Duration: 55 Minutes

Registration Link:

https://www2.gotomeeting.com/register/160632226

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Connect with us on LinkedIn:

Ron Crabtree

Kim Crabtree

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