Articles tagged with : no-bid

Creating an Optimal Path for a Losing Proposal

Ask the Proposal Doctor

Dear Proposal Doctor: I am currently the proposal manager on what I believe to be a losing proposal. We have never met the customer and have no first hand insight to the customer’s requirements or hot buttons. Our technical architect has developed a solution that meets 75% of the customer’s requirements. My management is very enthusiastic about our chances of winning. What should I do? Sincerely, Troubled Dear Troubled, As proposal managers, we have to develop a range of skills and behaviors. Right now, your job is to learn to compartmentalize (not easy) so that you can take three steps: State your position. Get on with the show, because the show must go on. Address the long term. Here is what I mean. First, if you have not already informed senior management that this should be a no-bid, you should state all the reasons why the company is probably wasting...

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