Are You Going To Win Constantly Qualify Your Opportunities

Are You Going To Win Constantly Qualify Your Opportunities



Are You Going To Win? Constantly Qualify Your Opportunities
Constant qualification is​ the process of​ continuously evaluating all of​ your opportunities to​ check that you still want to​ and should be bidding .​
It is​ possible to​ get caught up in​ an​ opportunity that you are unlikely to​ win and that diverts valuable resources and time from other more suitable opportunities.
First off, you need to​ understand the importance of​ having a​ formal bid/no bid process .​
This is​ to​ help you understand when and why you should bid, and to​ make sure you avoid projects that you have a​ low probability of​ winning .​
Sometimes a​ decision is​ made early to​ bid but is​ that still the right decision as​ you learn more about the opportunity?
As you get greater understanding of​ the specification you may realise that it​ isn’t as​ suitable for you as​ you first imagined; circumstances change – an​ existing client may need a​ project extending and you haven’t got the required resources; or​ you find out that the client hasn’t got the budget that you thought they had .​
Although you’ve invested time in​ the opportunity that doesn’t mean it’s too late to​ get out.
With any opportunity, one thing you need to​ do is​ keep finding out more about it .​
Ask questions and learn about the clients true needs .​
This is​ done because you want to​ offer the client the best solution possible, but you are also finding out whether you can deliver that solution.
At regular points during the opportunity take a​ look back at​ your original decision to​ bid .​
is​ it​ still the right decision now that you have more information available?
You should plan and use structured methodologies for qualification throughout the bidding process .​
This is​ to​ help you make objective decisions and to​ justify the time and resources spent pursuing the opportunity.
The Learn to​ Write Proposals (www.learntowriteproposals.co.uk) Prospect Qualification Tool gives you a​ methodology for making the first bid/no bid decision as​ well as​ being able to​ quantify the win probability as​ you progress through the bidding process.
This constant qualification also allows you to​ see where you need to​ strengthen your bid .​
You may want to​ continue with the opportunity but realise that you need to​ take action to​ strengthen a​ particular area of​ your bid .​
Constant qualification and evaluation allows you to​ keep your bid focused and moving in​ the right direction – towards the solution that the client needs.
Qualification and preparation are the least liked processes of​ contracting by the majority of​ people involved .​
However, it’s an​ accepted fact of​ life .​
No matter your personal feelings, you should lean from what you do and make any attempts necessary to​ better yourself.
Overall, the goal is​ constantly qualify to​ evaluate your win chances .​
Qualifying for those contracts give you a​ greater understanding of​ what your business needs to​ succeed .​
No other way can more effectively pinpoint the areas where you need to​ improve.




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