We opened for business in 2006 following research into how mid-sized companies manage the bid process. We found that:-
Structured bid reviews were not extensively used.
Bid managers were not allocated to opportunities under £2M – and some organisations do not use bid managers at all.
The average bid conversion ratio of prospect to win was worse than 10:1
Sales strategy lacked ‘patch’ and ‘territory’ intelligence expected from sales professionals
Research into large companies and corporates found that:-
Companies concentrating on a professional services offer were mostly structured for billable time - bid responses suffered as time spent on them couldn't be claimed against a client
Bid managers were not allocated to opportunities under £10M
Our survey found that through: inaction; lack of planning; and qualification, organisations were spending at least 43% more on preparing and submitting bid responses. Additionally, the win rate was 3 times worse than it should be.
Red Review was established to provide a resource for winning more bids and training more effective sales teams, especially in consultative selling. We provide additional resource, audits and training in:-
Document reviews - assessing and reviewing the document before your client sees it.
Bid management: additional and temporary resource; audits; training
Consultative selling: Audit of current practice; training in effective consultative selling and negotiation skills.
Introduction to sales and marketing for new recruits.
Customer focussed marketing: additional and temporary resource; audits; training.
Cyber security and data protection for sales and marketing people: not only how to handle customer information but how to speak about data protection in customer meetings.
Find out more about our services here.
We know that asking someone to look at your strategy or written work is a choice not to be taken lightly and even more so when you're talking about opening up on how you interact with others. That’s why we offer free consultations to walk you through your needs, the scope of your goals, and your budget.
The Associates represent a consortium of regularly contributing companies that work under the Red Review umbrella. Their details are as follows:-
Specialising in the emotional phase shift between the supplier message and the customer interpretation, Ken has worked for clients in the ICT, Construction, Utility, Media, Legal and Finance industries as well as Public and Third Sectors. He has studied behavioural sciences and emotional intelligence with Leeds University/ Henley Business School and has produced ongoing studies and papers on the emotionally intelligent workplace.
For more than 20 years he has introduced large corporates, public sector bodies and SMEs to dynamic bid reviewing to produce improved success rates in tender outcomes. This includes strong qualification of the prospect, relationship management and targeting the right message both technically and emotionally to the reader. Prior to this he led teams in disciplines that included R&D, Operations, Quality, Sales and Marketing and Service. He has provided advisory services and workshops that introduce the ‘emotionally intelligent workplace’ and psychology of the sales process.
Having worked in all aspects of sales and marketing for a large multinational, Donna formed her company to deliver business services to clients of all sizes in the ICT, legal, professional services and media sectors.
Her vast experience of the sales cycle, marketing planning, strategy and delivery, alongside a keen interest in the emotionally intelligent agenda, give her the perfect background to deliver bid management, bid review and project management services as part of Red Review.
Donna also has a passion for the development and continuous improvement of the bid process. She regularly works with companies to review and refine their established processes and define and develop new methods of doing things.
She is also able to assist companies who are just at the beginning of their journey to implement a bid function in their organisation and has extensive practical experience in areas such as bid library creation and 'How To' guide development.
Paul has operated in senior consulting roles for the last three years largely supporting clients with strategy development and tender support. These clients include BT, Exception Limited and Lockheed Martin. In one of these engagements his role was described as non executive adviser on match client strategic intentions. In each of these engagements he advised the supplier on optimising their offer against the tender and provided sample text for some ITT sections, particularly those addressing strategic fit.
He has also advised InterSystems Corporation on strategic matching of capability with current market demand.
Paul's public sector clients include NHS Greater Glasgow and Clyde, Renfrewshire Council and City of Edinburgh Council. The City of Edinburgh contract involved the creation of a collaborative commissioning model for the Edinburgh Alcohol and Drugs partnership. This irequired facilitation between NHS Lothian, City of Edinburgh Council and third sector suppliers about governance, objectives and the challenges of subsequently tendering the work.
Prior to this Paul had 14 years experience in senior strategic change and implementation roles with the Civil Service (Scottish Government). Most recently as eHealth Programme Director 2007-12.
A widely published writer, editor and proofreader of a broad range of publications for business, public, government and academic sectors, Emma is a highly experienced PhD level researcher to boot. Her strong literacy skills are underpinned by an analytical know-how that allows her to present information with confidence and flair.
She works with all manner of document - from annual reports to policy papers; trade articles to customer information products; research findings to educational books. Her specialisms include: report writing; plain English; writing style analysis and trouble-shooting; and producing company style guides.
Emma brings this experience to the Red Review mix and also provides training in writing, editing, proofreading, grammar and punctuation, and plain English.
Paul has served as the Chair of Scotland’s Social Care watchdog, the Care Inspectorate, since 2013. He also sits on the Board of Healthcare Improvement Scotland and the Scottish Social Services Council.
Until May 2017 Paul served as a Councillor in Edinburgh leading for the Council on Health, Social Care and Housing for five years.
He also served as a Non Executive Director on the Board of NHS Lothian.
Prior to going full time in local politics Paul worked in Blood Transfusion as a chemist and ultimately a Biopharmaceutical Auditor.
An experienced well-connected former Chief Executive, with a proven track record in leading large organisations through significant change, building executive teams, and motivating complex and disparate teams to drive towards a common agenda.
Projects delivered have involved various management skills, including planning and monitoring, risk management and development of contingency plans, with full responsibility for delivering progress and final reports to Project Boards. Crucial to the achievement of successful projects or reviews is his ability (emotional intelligence) to engage with people at all levels, finding appropriate ways of working with them, individually and collectively, to achieve the objectives required.
He has undertaken roles as an adviser, coach and mentor, in strategy development and in Bid Strategy for for Clinical Information Systems as well as Bid Management in the re-commission of community health and mental health services.. He has a thorough understanding of executive oversight within the public sector on multi million pound bids and an understanding of political drivers within both the health sector and local government
With a background in HR and qualifications in ICT and Social Sciences, Karen has merged her experiences to facilitate a practical balance of task and people focus on Bid Management and Bid Reviews. She has worked with success on Bids for clients addressing Health, Local Government, Education and Central Government.
She understands particularly the pressures on SMEs and the multi disciplined approach many of them require when answering their own bids or applying for Frameworks. She has worked with three wholly different organisations (from Utility, ICT and Professional Services sectors) to ensure they successfully gained a place on large Government frameworks.
Katy has worked with in-house Bid Teams across the Public Sector as well as sitting as an external adviser to organisations Management Teams.
Katy's experience in Bid Writing, Management and Reviews extends to the following industries: Construction,Property Related Services, Social Housing, Legal, Engineering, IT and Technology sectors as well as advising Third Sector organisations.
In addition to specific bid work, Katy is a qualified ISO 9001 Lead Auditor and holds qualifications in Action Learning Facilitation which has been applied across the Public Sector including Met Police, NHS Service Providers and British Medical Association, as well as Private Sector Companies. Katy through Action Learning has helped Teams identify issues which prevent development, address them and come up with worked out solutions to aid the long term development and improvement of the team and individual members.
An internationally award winning Cyber Security and Privacy expert. Specialisms include Cyber Security, Risk Management, Privacy Governance, Fraud, Digital Innovation and IT Audit. Qualified Professional Banker through CIOBS.
15 years’ experience reporting directly to the C-Suite in Europe, North America and Asia. Worked with over 50 global organizations specializing in financial services. Previously a serving Police Officer for 8 years achieving a Chief Constable's recommendation and experience in the national E-Crime Unit. Noted speaker on the international Cyber Security/Privacy circuit and regular contributor to leading publications such as ‘American Banker’ and ‘Business Insider’. Current President of ISACA (Scotland) and Vice-President of ISC2 (Scotland). Authored two books on training and development with a third - 'Cybersecurity: Law & Practice' - due to be published late in 2018 with a foreword by the current Chancellor of the Exchequer.
Having extensive experience in customer service, sales and marketing for a major blue-chip organisation, Bob is now focused on providing marketing consultancy to organisations in the private and public sectors.
With experience in marketing strategy, planning and delivery he is interested in bringing this expertise to organisations who may not have an in-house marketing function or those who are looking for fresh ideas or help with specific projects. Bob has run award winning integrated digital campaigns using LinkedIn, YouTube and other channels.
Bob is a strong believer in clear, crisp and concise messaging that is integrated across every contact with customers.