Before you can create proposal criteria, you have to understand what it will take to win
- Proposal Quality Validation starts with identifying what it will take to win. This is the standard used to measure quality against.
- The MustWin Process facilitates identifying what it will take to win by collecting the intelligence you will need during the pre-RFP phase.
The MustWin Process will also guide you through preparing a list to document what it will take to win. This list is the first step in providing a set of quality criteria to measure your proposal against. It is also critical for developing your win strategies and the themes that will articulate to the customer why they should select you. Collectively, the items on your list should add up to what it will take to win the opportunity. Your “What it will take to win” list should include:
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