Shipley Tips

to help identify to what extent the bid team is under-resourced and working too hard

a sign of business maturity compared to the ‘let’s bid for this because its in our technical sweet spot’ approach that many companies adopt

an approximation of the time spent by the members of the team that contributed to each bid / proposal and their related costs in terms of salary and overhead

% of dollars on offer that you succeed at ‘taking off the table’

% of existing customer contracts that are renewed, for those that have such contracts

% of new customer bids / proposals won based on the number of bids / proposals submitted