TArticles tagged with: pipeline

Now is the perfect time to do an opportunity pipeline review

Is your opportunity still coming…but the capture team is working from home?

As Industry increasingly invests in working virtually, this is the perfect time to perform an in-depth review of your opportunity pipeline. Companies use a variety of tools to manage their pipelines (SalesForce, Microsoft CRM, Excel, etc.). These tools facilitate developing “just in time” reports or snapshots of any part of the pipeline; you can showcase these portions of the pipeline in your virtual meetings and update them in real time. Before using one of these tools, it is important to prepare. Start by reviewing how your opportunity pursuits become part of your pipeline. Identifying in which “quadrant” of pursuit they fit is the first step. This helps the team understand the challenges that lie ahead in the pursuit: Once the quadrant is identified, the details of pipeline development and population can be addressed: Assess your capture status: Schedule meetings with your capture managers and market leadership to examine the capture … Continue reading Now is the perfect time to do an opportunity pipeline review

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Bids with No Capture

Why do companies bid work without any capture effort?

I confess. I have bid work without any previous capture effort and no first-hand knowledge of the customer’s requirements. I understand that I just violated every proposal industry best practice and I may have to return my Association of Proposal Management Professionals (APMP) certification. It is clear, bidding without any knowledge of the customer requirements greatly diminishes the chance of winning and increases transition and operational risks. So why do companies bid work without any capture effort when on paper it makes no sense? The root cause stems from how a company manages its pipeline. A company with mature pipeline practices allocates sufficient time and resources for all its capture and proposal efforts. A company with an immature pipeline has gaps between bids, has not effectively allocated capture and proposal resources, and has failed to engage with the customer. So, is it ever OK to submit a proposal on a … Continue reading Bids with No Capture

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7 questions to answer when making bid/no-bid decisions

Washington Technology Article

Did you ever wonder why some companies have higher win rates than others? You might think at first that these companies have smarter people who are better trained at proposal writing, better proposal development processes, and maybe newer tools to help them write winning proposals. While all of these reasons may be valid, there are often more subtle reasons that have less to do with people, process, and technology and more to do with executive decision-making and the health of their new business pipeline. Let me explain why this is the case. Picking losers over winners Making good bid decisions is the quickest way to raise your company’s win rate. It is far quicker than hiring better people, improving poor proposal processes, or investing in capture and proposal technology. In fact, making better bid decisions brings about an immediate improvement in win rate and, as an added bonus, lowers your … Continue reading 7 questions to answer when making bid/no-bid decisions

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Top 5 reasons to gather info about business opportunities – and what to gather

There are multiple reasons to gather information about an opportunity. 1. We need to confirm the four opportunity elements listed in our previous blog post, 4 Major Elements of Qualified Business Opportunities. 2. We have to ensure that no organizational conflict of interest (OCI) situation exists that will affect our business—such as our already holding a contract that specifically precludes our bidding on the identified opportunity. 3. We need to work internally and with any teammates to determine ways to influence or shape the procurement—ethically, of course—and to gather details continually to support our ongoing Bid/No Bid assessments. 4. We need to determine the who, what, where, when, why, and how to qualify an opportunity. We want to: Identify our strengths and potential gaps related to the opportunity Gather necessary information to tell our story before RFP release Scope the size of the opportunity and identify resources for success Determine … Continue reading Top 5 reasons to gather info about business opportunities – and what to gather

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