How to ensure you are ready to win a qualified lead at RFP release

Your best chances of winning an RFP come when you start the pursuit before the RFP is released. But how do you do that? What steps should your business development process have? How do pursue an opportunity pre-RFP and get to RFP release with the best possible chances of winning? what are the goals, questions, and action items you should accomplish in order to be ready to write the winning proposal?

How Many Gates Should Your Bid Process Have? Many companies have business development gate systems to help ensure that they are pursuing quality leads. Each bid they pursue has to pass through a certain number of "gates" or reviews to determine whether the bid is worth the investment. Some companies have lots of gates (around a dozen) and some companies just have a few. This begs the question, "how many gates should your bid process have?" Segmentation in the Federal marketplace A lot of effort goes into finding out who is going to release a suitable RFP. If you are not focused, you end up responding after RFPs are released instead of anticipating and preparing for their release ahead of time. Segmenting the marketplace can help you gain the focus you need to win. How do you discover what it will take to win? This is a graphic that shows how we divide the pre-RFP period up as part of a process that measures progress and quality against what it will take to win.

6 Capture Goals Impacted By How RFP Release Changes Your Customer Relationship Here are some things to consider as you approach RFP release to help prepare you for when the customer stops talking to you and forces all communication to go through the procurement office. Winning By Asking The Right Questions, With 9 Sets of Examples One of the most important skills to develop is asking the right questions. When you go into your next meeting with the customer, you should anticipate what you'll need to know to write a winning proposal, and ask questions that will get the information you need.

You can win more of what you bid Our process is designed to identify what it will take to win, design the proposal around it, and then ensure that the proposal delivers it. Most proposals fail to achieve all three. We give you the process that does them all so you can consistently deliver winning proposals. Click here to get your copy

The CapturePlanning.com MustWin Process It's our solution to late starts, teams that don't work together, and reviews that provide too little guidance too late to do any good. Provides off-the-shelf written process documentation for capturing business. For companies that do large proposals, it offers the most benefits and is our best value.

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