Posted by Jon
A recent discussion with a client revolved around the role of the Executive Sponsor on a bid. Whilst I’ve worked with many such senior figures on deals, I don’t think I’ve ever actually come across – or written – a list of their responsibilities. Here was my quick stab at it:
A recent discussion with a client revolved around the role of the Executive Sponsor on a bid. Whilst I’ve worked with many such senior figures on deals, I don’t think I’ve ever actually come across – or written – a list of their responsibilities. Here was my quick stab at it:
External focus
Internal focus
- Be seen by the customer as the senior manager accountable for the bid – and ultimate successful delivery of the project
- Drive strategy / plan for contact with senior-level customer contacts / influencers
- Host / lead / contribute to client events as appropriate (e.g. meetings, visits, presentations)
Internal focus
- Actively champion the importance of the opportunity – ensuring it’s viewed as a “Will Win” deal
- Ensure relevant senior colleagues are appropriately briefed / consulted regarding the opportunity, and that their views are suitably reflected
- Qualification: ensure that the deal is properly qualified in, with the resourcing plan fully understood and supported by all at senior levels
- Secure the involvement of senior colleagues in the bid/proposal effort as required
- Chair any regular bid/proposal reviews [not daily calls - more occasional overviews]
- Provide active, visible support to the bid/proposal team – supporting with ideas, motivation etc.
- Act as a point of escalation for any bid/proposal issues, including resourcing problems requiring resolution with / by senior colleagues
- 8. Participate in formal reviews as required – e.g. Strategy, Storyboard, “Red Team”
- 9. Approvals: provide senior-level bid approval – confirmation that the corporation is happy to submit, given clearly stated risks / assumptions, and is doing enough to win
- 10. Ensure learning points are identified via a Learning Review, and take accountability for reviewing recommended actions and ensuring a clear plan is in place for their implementation