Improving your bid decision gate discipline is one of the most effective ways to improve win rates. Improved bid/no-bid discipline can double or triple win rates, while extensive training and coaching to improve proposal quality might lead to 15 to 20 percent improvements. But an individual’s bid recommendations are often influenced by their job function.
Proposal professionals focus on the immediate proposal—not bidding losers eliminates futile work, and winning offers limited monetary reward.
Sales professionals see proposals prepared by someone else as free, the win rate on no-bids is zero, the win rate on the worst submittal is greater than zero, so what’s to lose?
Only senior management can balance the benefits, probability of winning, risks, direct bid costs, opportunity costs, and differing recommendations