Achieving a consistently high proposal win rate requires a highly capable bid and proposal team, in addition to a strong business ecosystem consisting of contracts, finance, human resources, recruiting, technical and project management, communications, partners, and suppliers. If one or more of the components of the ecosystem is weak, your bid can fail. For example, your proposal might fail if your pricing department is unable to produce a cost competitive proposal, recruiters are unable to identify highly qualified key personnel, or project managers do not receive good customer references. A consistent win rate requires all components of the business to work in harmony. Consider using this check list to determine how well the business units within your company work together to support winning bids. Executives Are executives able to guide the pipeline so only bids with a significant win rates are pursued? Do executives invest time and money in market … Continue reading How strong is your business ecosystem?
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 Proposal Kick-off Planning Risks and recommended Mitigation Strategies: Insufficient time to prepare for the Kick-off Meeting. Allow approximately 10% of proposal preparation time to conduct planning in preparation for the kick-off meeting. Ensure attendees receive the schedule and writers packages, draft executive summary, and communications/collaboration instructions. Little or no advance warning of the Kick-off Meeting resulting in limited participation. Before RFP release, identify as many kick-off meeting participants as possible. Keep them informed of the potential kick-off date. Send an email requesting their attendance at the kick-off meeting immediately after RFP release. Right participants are not invited. Consider holding a second meeting for participants who were unable to attend. Attendees are not prepared to participate. Provide just-in-time training to get them up-to-speed during the meeting. … Continue reading 12 Ways to mitigate proposal kick-off planning risks