In the first five parts of this series we explained the importance of a structured analysis of your win probability and provided checklists for critically analyzing the opportunity, your customer, your competition, and yourself. In this final part we provide guidelines for preparing your win strategies and making a sound bid decision.
In the first four parts of this six-part series we provided an overview of the importance of a structured analysis of your win probability, and checklists for conducting critical analyses of the opportunity, your customer, and your competition. In this part we will provide a checklist for a critical analysis of yourself. In the remaining part we will provide guidelines for preparing your win strategies.
The purpose of the Competitor Analysis is to assess the capabilities and potential for all competing factors to prevent your company's success. Companies usually consider only other potential offerors and ignore competing factors within their customer’s management and funding authority. Consequently the companies spend scarce B&P funds on opportunities that never materialize. Read More