Improving your bid decision gate discipline is one of the most effective ways to improve win rates.
While earlier decisions should ensure that opportunities fit with your strategic direction and capability, use the bid decision to verify you are positioned to win before committing to a proposal.
After spending time and money on positioning activities, how successful were you? Include these questions to your decision list:
• To what extent have we influenced the customer’s requirement?
• Does the customer rely on us for input and help?
• Do we know the competitors and their likely approach?
• Are there are surprises in the requirements? Do we know why?
Be careful that you do not devolve into adapting facts to fit the decision you want. Improved bid/no-bid discipline can double or triple win rates.