The Learn to Write Proposals Bid Management Toolkit contains four tools to help you plan and organise your bid development.
Each tool contains full embedded instructions and guidance.
The toolkit contains:
- Capture planning tool - define and develop your proposal strategy and win themes
- Proposal development plan - structure, plan and get on top of each bid submission
- Proposal tracker - Use this tool to monitor the status of all your bids and keep a record of your success rate
- Competitor evaluation matrix - build up profiles of competitor strengths and weaknesses
Capture Planning Tool
Capture planning is a technique which applies a process and methodology to capturing or winning opportunities. This tool is based on those processes to get you thinking about your proposal strategy and win themes.
It involves more than reading the tender document, but focuses you on:
- Client assessment and background
- External drivers for this opportunity
- Your strengths and weaknesses
- Strengths and weaknesses of the potential opposition
- Your high level solution
- Strategic value of your solution to the client
- How does our solution differentiate itself from the competition?
- What are our win themes?
Proposal Development Plan
This tool is designed to assist with initial planning of a proposal document. We recommend that this form is used during a bid planning meeting with members of the bid team.
Performing a detailed analysis early on helps ensure that you fully understand the specification and will be aware of any areas of the specification that may be a weakness, giving you time to find adequate solutions.
Proposal Tracker
The proposal tracker is to be used to track progress of concurrent bids and monitor progress of bids over time.
The tracker allows you to see at a glance which bids are in progress, their status and any impending deadlines.
The tools also allows you to monitor bids over time. You can do this by using the sort options - for instance, you could use this to view all proposals submitted to a particular client or view all the bids you have won.
Competitor Evaluation Matrix
Use the competitor evaluation matrix to do an in depth analysis of the competition.
It’s always useful to have knowledge of your competition and this tool helps you focus on potential strengths and weaknesses of your competition. It can help you develop your bid win themes and anticipate what win themes your competitors will be using to try and make sure they win.
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