Achieving pre-RFP goals makes post-RFP goals possible

The MustWin Process is designed so that information flows from its sources into the proposal.  Along the way it gets assessed and converted into what it will take to win. That flow of information must not be broken if you want to win. Many post-RFP goals will be difficult or impossible to achieve if the Pre-RFP goals are not met first. 

When we coach people through the process implementation, we often see people have an epiphany when they realize that if they hadn't skipped something or done a better job of it, they would have the information they need at that moment instead of having to work around it. Part of what the MustWin Process does for you is tell you what information you need to gather and what questions you need to be able to answer.

 

Pre-RFP Release Goals

Post-RFP Release Goals

Collecting the intelligence about the customer, opportunity, and competitive environment needed to win Staging the Intelligence you collected for use in the proposal Positioning your company to win Identifying your competitive advantages and win strategies Defining what it will take to win Being ready to quickly start the proposal

Being able to demonstrate an understanding that goes beyond the RFP Writing to the customer’s unwritten requirements Being able to make trade-offs that reflect the customer’s preferences Defining quality criteria based on what it will take to win Building what it will take to win into the proposal from the beginning Validating every attribute of the proposal against the quality criteria, which are based on what it takes to win