Managing the Bid 93 technical material. Expert knowledge of the subject is not enough in itself: every bidder can be expected to have that. There are additional ingredients that a bid needs if it is to make its mark with the client. Weak bids read like patchworks of bits and pieces rather than the products of original thought. Strong bids convey a sense of creativity, energy and enthusiasm, as well as displaying a robust technical logic. Using a bid development worksheet Structuring and developing the bid are discussed in Chapter 13. A bid development worksheet along the lines of Figure 9.2 offers a useful means of staying in control of these activities, organizing and coordinating your response to the client's specification and building up ideas for the content of the bid. It enables you to map out every part of the response and serves as a framework to help follow through points set out in the specification and identified from your background research. The example in Figure 9.2 is taken from a recent procurement and relates to one of the requirements in the tender documents, the inclusion of a man- agement summary. The worksheet indicates who is to be responsible for