Qualify

Qualify

The Bid Team can help you qualify the bid at every stage of the process. Qualifying hard means that your bid investment will have the best return.

Qualification is undertaken at each stage through the gateway reviews however a formal qualification should also be made. The formal qualification stage ensures that your bid has the highest possibility of winning and decides if resources should be invested in the opportunity. The Bid Team has produced a guide to help companies qualify opportunities.

It is important to create a bid plan to help decide whether the bid is a worthwhile investment of resources. The Bid Team has a proforma bid plan that focuses on the availability of resources and whether they can be secured for the bid.

It is important to create a bid plan to help decide whether the bid is a worthwhile investment of resources. The Bid Team has a proforma bid plan that focuses on the availability of resources and whether they can be secured for the bid.

It is important to determine as early as possible if a company has the resources to deliver the project. The Bid Team has created a proforma high-level delivery plan for all elements of delivery. At this stage, we are making an assessment of the project costs, likely profit and staff availability to deliver.

In the same way that an assessment of the company’s position regarding client requirements, a similar assessment must be made to the competition. The Bid Team has produced a proforma for undertaking such analysis and then comparing the competitors’ scores. The proforma also identifies and validates win themes and risks against the competition.

In the same way that an assessment of the company’s position regarding client requirements, a similar assessment must be made to the competition. The Bid Team has produced a proforma for undertaking such analysis and then comparing the competitors’ scores. The proforma also identifies and validates win themes and risks against the competition.

The black team review is to ensure qualification has been performed correctly and the efficacy of any associated competitor analysis. This review considers the strengths, weaknesses and probable win themes deployed by your competitors. The Bid Team has produced a proforma to facilitate this review.

At each stage of the bid process there should be a reassessment of the likelihood of winning the bid. As the bid develops, more information becomes available and the likelihood of winning will change. The Bid Team has developed a series of gateway reviews that sign off the continued investment in the bid.

At each stage of the bid process there should be a reassessment of the likelihood of winning the bid. As the bid develops, more information becomes available and the likelihood of winning will change. The Bid Team has developed a series of gateway reviews that sign off the continued investment in the bid.

The Bid Team can help you qualify the bid at every stage of the process. Qualifying hard means that your bid investment will have the best return.

Here’s a bit more information on the bid qualification for your guidance:

The bid qualification stage will decide whether we will have the highest chance of winning should we commit our resources and invest in the opportunity. When qualifying a bid, each one will have positive attributes but we need to only invest when there is a high win probability factor in our favour. The key consideration is that bidding is a resource-intensive and expensive activity and we must therefore approach it from a default position of ‘no bid’. Only if compelling reasons are found should the position change from ‘no bid’ to ‘bid’.

To assess whether we can commit our resources to the bid, we need to develop a bid resource plan, assign roles to the bid team and understand the bid costs. Low value bids will receive a higher proportion of the expected delivery margin than that spent on high value bids. A typical bid budget will be around 1% of the total margin expected from the project and in multiple year projects, the total margin will be the margin across all years. As we can only win competitive bids if the right level of resource can be assigned to them, the bid resource plan should consider this budget and assess the allocation of available resources.

If key or named resources needed to deliver the bid are allocated elsewhere, there is little point in committing ourselves to the bid. Our bid qualification process should therefore address the question of whether we have sufficient resources available to deliver the bid. In our forward plan for staff engagement and recruitment, we must also assess if the resources required are functional rather than named and secure all of the key or named resources to the bid.

We need to make a quantitative assessment of the competition and the probability of achieving a winning position over the competition. As we develop our bid teams, we must assess the contractual suitability of the opportunity and understand the likely margin involved and return on our bid investment.

The black team and gateway reviews will make the ultimate decision on the investment suitability of the opportunity and decide whether the return on our bid investment justifies the commitment of resources to the bid.

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