Purpose: Whether you win a bid or lose it, there are always lessons to be learned from any proposal. According to Gartner, doing a post-award Win/Loss analysis can raise your Win rate by as much as 50%. After every proposal, win or lose, we must gather lessons learned from two realities: our customer’s reality and our team’s reality. From the in-house debrief we can learn who in our organization are effective proposal contributors; how efficiently we operated; and the strengths and weaknesses of our proposal process.
Value: It increases your win rate going forward as you take lessons from your experience. The Debrief template helps you capture your loss reasons including general and specific questions that you need to ask and how the answers can help determine your next steps.