…. starting with focusing on opportunities you have a real chance of winning.
Improving your bid decision gate discipline is one of the most effective ways to improve win rates and can double if not triple win rates.
Bid decisions are aimed at eliminating opportunities or sales leads that you have a low probability of winning, allowing you greater focus and time for opportunities that can be won. They hinge on whether you have the desire (do we want to win this?) and the capability and capacity (can we win this?) to pursue and subsequently capture an opportunity.
Bid decisions can be split into three distinct bid decision milestones:
• Pursuit • Bid • Bid validation
Positive pursuit decisions initiate preparation of the capture plan. Positive bid decisions initiate preparation of the proposal plan. Positive bid validation decisions initiate the final proposal kickoff meetings and the full proposal preparation process.