TArticles tagged with: competition

10 Ways to mitigate pursuit phase risks

At the 2011 APMP International Conference, Lohfeld Consulting Group’s Managing Director Brenda Crist presented an informative session on mitigating proposal risks. Here are Brenda’s identified Pursuit Phase Risks and recommended Mitigation Strategies: Is the bid a strategic fit for your company? If no, consider not bidding. Do you understand the customer’s requirements? Use the time during the pursuit phase to learn more about the customer’s requirements. Do you know who constitutes your competition? Use this time to learn more about the competition through open-source documents, employees, partners, vendors, and hired consultants. Do you have advocacy with the customer? Use this time to introduce your solution to the customer and demonstrate how it will benefit operations. If you are the incumbent, demonstrate how you add value to the customer’s current and near-term operations. Make recommendations for improving long-term operations during the course of the contract. Does the bid meet your company’s … Continue reading 10 Ways to mitigate pursuit phase risks

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