Readers here might be interested in the recently-announced findings of the IACCM’s survey into “Top Companies in Pre-award Bid & Contract Management”. Whilst there’s not a direct overlap between our world of proposals and the expertise of the Contract & Commercial Managers who completed the survey, there are some interesting results. The report concludes that:
Companies and organizations that can ensure mutual understanding and that create open, honest and transparent bid and proposal procedures are not only more likely to achieve successful outcomes, but will also benefit from being customers or suppliers of choice.
Once more, the highest ranking companies in this list come from the Outsourcing / Managed Services field, reflecting the scale of investment these organizations have made in ensuring the quality of their bid and contract process and organization. The scale of partnering with their clients, the need to ensure a fully integrated supply chain, and the need to manage highly volatile requirements and market conditions have combined to drive a high degree of sophistication and integration in their internal operations.
It is not surprising that most others in the leading positions come from relatively complex, project-based industries, such as aerospace and defense, engineering, and oil and gas. Here too, the sheer scale of investment drives strong focus on ‘getting things right’. But the list this time also reveals the growing capabilities of other market segments and geographies. Over 40% of those in the list are non-US corporations and they include several from India and the Asia-Pacific region.