The Executive Sponsor

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:

External focus

1. Be seen by the customer as the senior manager accountable for the bid – and ultimate successful delivery of the project
2. Drive strategy / plan for contact with senior-level customer contacts / influencers
3. Host / lead / contribute to client events as appropriate (e.g. meetings, visits, presentations)

Internal focus

1. Actively champion the importance of the opportunity – ensuring it’s viewed as a “Will Win” deal
2. Ensure relevant senior colleagues are appropriately briefed / consulted regarding the opportunity, and that their views are suitably reflected
3. Qualification: ensure that the deal is properly qualified in, with the resourcing plan fully understood and supported by all at senior levels
4. Secure the involvement of senior colleagues in the bid/proposal effort as required
5. Chair any regular bid/proposal reviews [not daily calls - more occasional overviews]
6. Provide active, visible support to the bid/proposal team – supporting with ideas, motivation etc.
7. Act as a point of escalation for any bid/proposal issues, including resourcing problems requiring resolution with / by senior colleagues
8. 8.     Participate in formal reviews as required – e.g. Strategy, Storyboard, “Red Team”
9. 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. 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

I’d welcome others’ input via the comments!