What follows are some examples of business winning best practice based on the ongoing global research Shipley undertakes with clients across all industry sectors.
Business winning best practice companies:
Track win rates (% of deals won)
Track capture rates (% of dollars awarded based on the value of contracts on offer)
No bid opportunities when they don’t know the customer
Track the number of times they no-bid opportunities
Track bid costs
Assign bid cost codes long before an RFT is released and track to make sure they are investing sufficient time and effort to influence the customer pre RFT release
Invest the bulk of their bid costs pre RFT release
Focus their submissions on their prospective customer and their needs rather than on themselves as the selling organisation and their pride in their own technical solutions
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