How to Boost your Proposal Win Rate
What is Business Development?
Losing a bid is bad news.
It's worse when you don't know why.
You submitted your proposal at a great price...
and then you find out...you lost.
Now it's time to figure out why.
Proposals come down to two primary factors...
1. Price...the total cost and profit you proposed in your pricing volume.
2. Non-Price Evaluation Factors...the management, technical, past performance, and other non-price related proposal content.
Getting a debrief from your prospect is critical for fixing your win rate.
Try to get as much price and non-price feedback as possible.
• Price
Who won?
What was their winning price?
How many other bidders were there?
How far outside the competitive range was your price?
How far off was your price from the prospect's cost estimate?
• Non-Price Evaluation Factors
What was the score of each individual volume?
(Prospects may use a scoring range from Unacceptable to Excellent)
How did your scores compare to the competitive range?
What specific parts of your solution missed the mark?
What was the quality of the writing?
After the sting of failure, take a step back and look at your trends.
Are you losing bids on price or non-price evaluation factors?
See slides to help figure out how to fix your failing trends.
Tony Gray, BDP
Author of the Business Development Body of Knowledge
Get your copy on Amazon today!
Losing a bid is bad news.
It's worse when you don't know why.
You submitted your proposal at a great price...
and then you find out...you lost.
Now it's time to figure out why.
Proposals come down to two primary factors...
1. Price...the total cost and profit you proposed in your pricing volume.
2. Non-Price Evaluation Factors...the management, technical, past performance, and other non-price related proposal content.
Getting a debrief from your prospect is critical for fixing your win rate.
Try to get as much price and non-price feedback as possible.
• Price
Who won?
What was their winning price?
How many other bidders were there?
How far outside the competitive range was your price?
How far off was your price from the prospect's cost estimate?
• Non-Price Evaluation Factors
What was the score of each individual volume?
(Prospects may use a scoring range from Unacceptable to Excellent)
How did your scores compare to the competitive range?
What specific parts of your solution missed the mark?
What was the quality of the writing?
After the sting of failure, take a step back and look at your trends.
Are you losing bids on price or non-price evaluation factors?
See slides to help figure out how to fix your failing trends.
Tony Gray, BDP
Author of the Business Development Body of Knowledge
Get your copy on Amazon today!