Qualify

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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.

, Qualify
, Qualify

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. The bid plan at this stage is an initial estimate of the resources necessary and when they are likely to be required on 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. The bid plan at this stage is an initial estimate of the resources necessary and when they are likely to be required on the bid.

, Qualify

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.

, Qualify
, Qualify

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.

, Qualify

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. The black team review is one a series of reviews that need to be undertaken as the bid progresses.

, Qualify
, Qualify

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. After passing this gateway the process moves to the initiate stage of 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. After passing this gateway the process moves to the initiate stage of the bid.

, 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.

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

While we have a distinct qualification stage, we should continually qualify as new information becomes available. At each stage we should re-evaluate the return on bid investment and our chances of winning. The qualification stage of the bid should first establish the baseline for winning. That baseline should be defined against the resources to bid and deliver the project and how our solution compares to the competition.

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 need 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. 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.

To assess the win rate of our solution we should quantify our competitors’ compliance to the requirements as we did our own solution in the previous stage and look to see if there is an obvious advantage to our solution for a bid decision or to our competitors for a no-bid decision. For each competitor, a requirements analysis needs to be undertaken in the same way that it was for our solution. The competitor solution analysis should be undertaken with the same positive outlook to their solution as we did for our own solution. Once we have done this for each competitor, we can make a quantitative assessment for ourselves and the competition. If a competitor outranks us or has a strong lead over us, then we need to confirm whether the lead competitor can be beaten. If we are ranked lower than several competitors, then we need to question our investment. We should only continue to bid if the bid will produce a return on bid investment, which means winning the bid.

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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