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Readiness review #1: scoring sheet

Readiness Review #1 should determine whether the lead is worth qualifying

The following scoring sheet summarizes the questions to be answered, action items to be accomplished, and goals to be achieved for this review. Each one should be assessed to determine if the pursuit is on track to be ready to win at RFP release.  

 

Question, Action Item, or Goal Guidance Score
Opportunity Intel
What is the scope of the opportunity? What does the customer require? Include everything necessary to estimate the level of effort to fulfill the requirement. These typically include minimum/ maximum quantities, and the type of work that is included/ excluded. ❏  Red
❏  Yellow
❏  Green
What is the potential value or range? At this stage it may not be practical to accurately estimate the value, since the scope may not be well defined yet. But people are going to ask anyway, so you should have an answer. ❏  Red
❏  Yellow
❏  Green
What goals would the customer like to accomplish with the procurement? Why is the customer pursuing this procurement? What is motivating them? What are they trying to achieve? ❏  Red
❏  Yellow
❏  Green
What is driving the procurement schedule? Is the customer trying to complete the procurement by a specific date, event, or other mandate? ❏  Red
❏  Yellow
❏  Green
Customer Intel
Who is the customer? Is the buyer the end-user? What organization(s) would be the sponsor, control the funding, have the end-users, conduct the procurement, and manage the project? What are their roles in making procurement decisions? Do you know enough about the customer to impact your win strategies? ❏  Red
❏  Yellow
❏  Green
Who do you know at the customer and how well? Who do you have a relationship with at the customer? Who can you name but don’t have a relationship with? Who will participate in the evaluation and what will be their role? ❏  Red
❏  Yellow
❏  Green
How well does the customer know you? Does the customer recognize you as a qualified and trustworthy vendor? What do they know of your capabilities? ❏  Red
❏  Yellow
❏  Green
What do you know about how the customer is organization? How are they structured (attach organizational chart)? How do they function? How do the allocate authority and decision making? ❏  Red
❏  Yellow
❏  Green
What is your contact plan? You should have a contact plan that identifies who you plan to reach at the customer, when (once, weekly, monthly, etc.) and what you plan to discuss/achieve. ❏  Red
❏  Yellow
❏  Green
Competitive Intel
Who are the incumbents (if any)? Who is currently doing business with the customer in similar or relevant areas? ❏  Red
❏  Yellow
❏  Green
What are your strengths and weaknesses? Why should you pursue this and what challenges do you need to overcome? ❏  Red
❏  Yellow
❏  Green
Business Line Specific
What do you need to know to validate the scope? What do you need to know to specify your offering so that you can gather the correct information in future reviews? It may be specific to your business and could be technical or related to locations, volume, staffing, requirements, etc. ❏  Red
❏  Yellow
❏  Green
How is the opportunity related to your company’s strategic plans? Not all leads are relevant to the direction the company wishes to go in. Is this lead relevant? ❏  Red
❏  Yellow
❏  Green
Self-Awareness and Resources
What questions or goals specific to your company or industry should be added? Certain types of business, technology, and environments require specific intelligence to be gathered in order to be ready to bid. Use this space to address any that might be relevant. ❏  Red
❏  Yellow
❏  Green
Do you know your company’s business development process? Summarize to show that you understand your own company’s business development process (key events, milestones, approvals, etc.). ❏  Red
❏  Yellow
❏  Green
Do you know your company’s for budgeting and tracking pre-RFP pursuit costs? Some companies track and account for the time, effort, and expenses associated with each pursuit. But when they start tracking, how they budget, and how they account for it is different from company to company. ❏  Red
❏  Yellow
❏  Green
How does your lead tracking system work? If you have an existing lead tracking, forecasting, or reporting system, show that you understand what is required to use it. ❏  Red
❏  Yellow
❏  Green
Other Intel
Describe any additional intelligence collected Links, attachments, or external references to customer documents or other materials are encouraged. ❏  Red
❏  Yellow
❏  Green
Assessment
Is the pursuit worth further investment? Is the lead promising enough to make it worth the investment of taking to the next Readiness Review? ❏  Red
❏  Yellow
❏  Green
Is this opportunity on track, for being ready to win at the time of RFP release? Since this is the first review, there is time to collect more information. Is it off to the right start? ❏  Red
❏  Yellow
❏  Green
Are you on track for developing an information advantage? You can measure the strength of your customer relationship by how much it provides an information advantage over your competitiors. ❏  Red
❏  Yellow
❏  Green
What issues or challenges need to be overcome? Do you perceive issues that need to be addressed during future future Readiness Reviews? List or attach them so they can be tracked. ❏  Red
❏  Yellow
❏  Green
What additional questions would you like answered before the RFP is released? List or attach any questions that you would like added to the list so they can be tracked. ❏  Red
❏  Yellow
❏  Green
What action items do you recommend completing before the next review? List or attach anything you would like done before the next review so they can be tracked. ❏  Red
❏  Yellow
❏  Green
Do you have any other comments, suggestions, guidance, or direction to offer? In addition to assessing progress, the purpose of Readiness Reviews is to help ensure that the pursuit is ready to win at RFP release. What can you do to help? ❏  Red
❏  Yellow
❏  Green

 

Date Reviewed:

Reviewed By:

 

Return to the Introduction to Readiness Reviews Topic Hub or go to the next Readiness Review Scoring Sheet?

 


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