…list the prospect’s requirements from meetings, phone calls, file notes and intelligence resources.
Good Capture or Pursuit strategy attempts to position you as the best choice for a prospect or customer.
Ideally you can position to win with an unsolicited proposal rather than a formal tender or bid request.
Co-developing your prospect’s requirements gives you a head start in terms of understanding, relationships and positively influencing your position relative to your competitors.
In some instances, this requirements summary can become a “compliance checklist” for your response – and can be used as the basis for a competitive bid analysis.