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Readiness review #4b: capture report scoring sheet

Readiness Review #4b is about assessing the intelligence you’ve collected so that you can base the proposal on what it will take to win

The Capture Manager is responsible for assessing the intelligence collected by the Business Development Manager and turning into the win strategies necessary to win the opportunity. The last Readiness Review is conducted in two parts, one completed by the Business Development Manager and the assessment completed by the Capture Manager. The completion of the last Readiness Review also completes the hand-off from the Business Development Manager having the lead role for the pursuit, and the Capture Manager taking over the lead role.

Both parts need to be reviewed to establish readiness. The first part uses a standard Readiness Review scoring sheet. The second part, completed by the Capture Manager, uses the scoring sheet below.

 

Question, Action Item, or Goal Guidance Score
Opportunity Intel
Competitive Assessment Is the survey of the competitive environment accurate? Does it reflect all the companies, or at least the kinds of companies who will be bidding? Does it address how each will position themselves and how your company should position against them? Does the competitive positioning provide the win strategies and themes required to win the proposal? ❏  Red
❏  Yellow
❏  Green
Teaming Are all the companies should be on the team identified? Are their roles and responsibilities on the team adequately described? Is the reason for each company being on the team provided, both from your company’s perspective and from the customer’s perspective? ❏  Red
❏  Yellow
❏  Green
Project Staffing Are all required positions identified? Are they filled? Are the qualifications (either of the staff or of the positions) known? ❏  Red
❏  Yellow
❏  Green
Organization How will the project fit into the corporate organization? How will the project itself be organized? Have the org charts been drawn yet? ❏  Red
❏  Yellow
❏  Green
Project References Are all of the relevant experience references for your company identified? Is the information complete and up-to-date? Is the reason each one is relevant identified? ❏  Red
❏  Yellow
❏  Green
Evaluation Criteria How well do you understand what is important to the customer? Do you know their evaluation criteria, weighting, and/or scoring system? Do you know their procedure for making a selection? Do you understand how that will impact the proposal? ❏  Red
❏  Yellow
❏  Green
Potential Graphics and Illustrations Early identification of graphics can make the proposal go faster. Early drafting of graphics can be used to drive consensus regarding the concept of operations, approaches, and other aspects of the project. Early completion of graphics can be used to drive the writing. Is the list of potential graphics complete? Are any drafts accurate? ❏  Red
❏  Yellow
❏  Green
What will it take to win Is the assessment of what it will take to win accurate and complete? Will it adequately serve to define, measure, and assess proposal quality? ❏  Red
❏  Yellow
❏  Green
Proposal Staffing Is the proposal staff list complete and accurate? Have all staff that can be identified been named? Is the level of effort appropriate to achieve the level of quality desired? ❏  Red
❏  Yellow
❏  Green
Use of Consultants Is the number, names, and budget for use of consultants acceptable? ❏  Red
❏  Yellow
❏  Green
Resources Requirements Have all the resources (other than staff) that will be required for the proposal been properly identified? ❏  Red
❏  Yellow
❏  Green
Proposal Budget Is the budget for the proposal acceptable? ❏  Red
❏  Yellow
❏  Green
Readiness to win Is the company properly positioned to be ready to win at RFP release? ❏  Red
❏  Yellow
❏  Green
What else should be added, addressed, or done to ensure a win? List or attach anything you would like done before the RFP is released so they can be tracked. ❏  Red
❏  Yellow
❏  Green
Do 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
What is the customer’s procurement process What steps, events, or milestones must be completed for the customer to release the RFP? What approvals are required? Is there any way you can assist the customer or influence the RFP? ❏  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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