TArticles tagged with: bid/no bid decision

Industry experts’ proposal war stories and lessons learned – Part 4 of 4

Once more unto the breach, dear friends, once more; Or close the wall up with our English dead. In peace there’s nothing so becomes a man As modest stillness and humility: But when the blast of war blows in our ears, Then imitate the action of the tiger; Stiffen the sinews, summon up the blood… Now set the teeth and stretch the nostril wide, Hold hard the breath and bend up every spirit To his full height. On, on, you noblest English. (-William Shakespeare, Henry V, Act III, 1598.) Here’s the wrap-up of my current 4-part series on capture and proposal war stories shared from industry veterans (stay tuned for more jaw-dropping war stories as I’ve received many from readers that I’ll share in future posts). As you engage in your next capture and proposal effort – unto the breach again – consider the war stories shared in my previous … Continue reading Industry experts’ proposal war stories and lessons learned – Part 4 of 4

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7 Reasons to meet the client before RFP release

Best informed wins

The better you understand a new business opportunity, the more likely you are to make an informed decision about whether you should bid. Similarly, the better the government understands your firm’s capabilities, the more likely they are to want your company to compete. Meeting the client is an essential first step in this process. You must conduct face-to-face information-gathering meetings with clients to increase your knowledge about the opportunity and to begin positioning your firm as a leading competitor for the procurement. While market research provides a running start at understanding the opportunity, the clients are the ones closest to the opportunity and can provide information that outsiders cannot. By holding true conversations with a client as soon as possible in the opportunity identification and qualification stages – versus holding thinly veiled marketing meetings – you can gather information that helps you to understand the client’s requirements and objectives,  tailor … Continue reading 7 Reasons to meet the client before RFP release

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