Making effective bid/no bid decisions
It's all about return on investment
Should you bid everything? Or should you carefully pick and choose what you bid? How should you qualify which leads are worth pursuing? How do you decide which leads are worth bidding?
If you have to justify dropping a lead instead of justifying pursuing a lead, you might want to change the dialog surrounding your bid decisions. To help you know when it's time to rethink your bid/no bid process, we created a list with nine ways to know if your bid decision process needs improvement to help you decide. Then to help you figure out how to change your bid/no bid process, here are six approaches to bid/no bid decisions and ten things they must get right.
Lead qualification is key aspect of the pre RFP process and built into the Readiness Reviews. Readiness Reviews also provide a means to achieving effective bid/no bid decisions. The MustWin Process explains how to assess your bid/no bid process, provides major bid/no bid considerations, and because it can't be reinforced enough provides still more reasons to "no bid" a pursuit.
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Carl Dickson
Carl is the Founder and President of CapturePlanning.com and PropLIBRARY
Carl is an expert at winning in writing, with more than 30 year's experience. He's written multiple books and published over a thousand articles that have helped millions of people develop business and write better proposals. Carl is also a frequent speaker, trainer, and consultant and can be reached at carl.dickson@captureplanning.com. To find out more about him, you can also connect with Carl on LinkedIn.
