Tip 109 – Develop outlines for unsolicited proposals collaboratively with the customer - Shipley Asia Pacific

When you do not have a formal bid request, identify the customer’s requirements collaboratively in meetings and phone calls. Cross-check against any other available information such as past proposals to the same customer, and intelligence sources.

List the requirements as you understand them and confirm your list with the customer before preparing/submitting the proposal.

If the customer decides to issue a competitive tender after all, your checklist is likely to influence the requirements, giving you the advantage.