The bid/no-bid decision is the most important decision you can make in the bidding process. Making it correctly can raise your win rate, increase your company's revenue growth rate, and reduce your overall cost of new business acquisition. Making it poorly can cost you, your proposal team, and maybe your company. Bob Lohfeld discusses the Seven Criteria for Making Good Bid Decisions and the Traps that Cause Executives to Make Poor Decisions. He also discusses how balanced score cards can be used to predict win probability and how portfolio management techniques can be used to select bid opportunities.
Alternative content This week, proposal development expert Beth Wingate, APMP Fellow, offers a quick rundown of what to review for in the various color team reviews and offers tips for running effective reviews. Color reviews help to ensure a compliant, compelling proposal response. Your Chief Reviewer should select a team from within your organization (include teammates, if applicable) that can effectively review the proposal—standing in the shoes of government evaluators and adding value and detail. I recommend four basic color reviews for each non-pricing volume. Blue-Reviews and approves final solution, strategy, and storyboards or richly annotated outlines. Reviews for features, benefits, differentiators, strengths, supporting evidence, and themes. Reviews overall proposal solution graphic and major section graphics.Tip: Only after reviewing/approving all of this material and freezing the solution/offering should you release writers to write. Pink–Reviews for compliance with RFP instructions and requirements; responsive proposal content that tells a coherent story, supports...
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