Strategy is best developed during the pre-RFP capture phase. Document strategies to move the bidder to a favoured position, categorized as actions you will take to:
•leverage strengths
•mitigate weaknesses
•neutralise competitor strengths
•highlight (ethically) competitor weaknesses
During the proposal phase, shift from action to message – the outputs of the above actions become benefits and discriminators that you will communicate as central messages of the proposal.
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