Tip 15 – When you do not have a formal bid request… - Shipley Asia Pacific

…list the prospect’s requirements from meetings, phone calls, file notes and intelligence resources.

Good Capture or Pursuit strategy attempts to position you as the best choice for a prospect or customer.

Ideally you can position to win with an unsolicited proposal rather than a formal tender or bid request.

Co-developing your prospect’s requirements gives you a head start in terms of understanding, relationships and positively influencing your position relative to your competitors.

In some instances, this requirements summary can become a “compliance checklist” for your response – and can be used as the basis for a competitive bid analysis.