A Complete Guide to Capture Planning from a Bid – No Bid Analysis to a Streamlined Gate Process.
Bid decisions aim at eliminating the least qualified sales lead to arrive at the best opportunity to pursue. The high probability of winning (Pwin) on fewer best-fit opportunities permits greater focus on opportunities that can be won.
This article is an effort to break down the capture planning process that precedes proposal submission. The knowledge hereby is dictated by insights gathered and experience gained from our own experience. This article will help you answer the question: How can I help my organization win more business by adopting and adapting proven processes, practices, and tools that can improve our decision-making and reviews?
Customer focus is essential for organizations to grow both in revenue and influence. Organizations can improve customer focus by leveraging aligned business development processes with customers buying processes. Such aligned business development strategies have huge benefits. Let’s analyze the chart below to understand it better in terms of revenue impact.
Understanding the customer Buying Cycle adds an advantage in designing Customer Focus business development strategies for the organization. Having limited resources is another reason organizations must focus on the BEST opportunities.
Depending upon the size of the opportunity, organizations take decisive actions regarding time investment to identify the opportunity, if it qualifies for pursuit and preliminary Bid – No Bid analysis.
Phase 0: Market Business Segmentation Development:
Phase 1: Long-Term Positioning Decision to enter market
Phase 2: Opportunity Assessment Decision to assess opportunity
Phase 3: Capture Planning Decision to pursue
Phase 4: Proposal Planning Refine solution and price to win
Phase 5: Proposal Development
Phase 6: Post-Submittal Activities
Decision Gates help implement the opportunity funnel. Their purpose is to help make decisions regarding the allocation or withdrawal of BD resources. The collective effort is generally led by Executives to address business and strategy. Under each phase, critical questions are answered that help understand the organization’s capabilities with respect to the customer buying process.
In the image below, we have charted out questions that each decision gate aims at answering:
Decision Gates help define business development milestones at which executives get to decide when to advance an opportunity from one phase to the next phase or end pursuit.
Let’s understand how Gate Decisions are Implemented
Gate 0: Marketing/Campaign Decision
The Marketing/Campaign Decision determines whether a potential market segment or customer fits your organization’s strategic focus.
Gate 1: Interest Decision
The Interest Decision verifies that an identified opportunity fits your organization’s strategic direction and capability.
Gate 2: Pursuit Decision
The Pursuit Decision analyzes customer, opportunity, and competitor intelligence to decide when to advance to capture planning.
Gate 3: Preliminary Bid Decision
The Preliminary Bid Decision assesses win strategy, competitive position, technical solution, and price to win, determining whether to plan a proposal.
Gate 4: Bid Validation Decision
The Bid Validation Decision confirms your tentative plan to prepare a bid after seeing the final request for proposals.
Gate 5: Proposal Submittal Decision
The Proposal Submittal Decision determines whether your completed proposal presents your organization and offer acceptably, with risks justified by rewards.
Gate 6: Final Offer Decision
If changes have occurred since your original offer, the Final Offer Decision is your last opportunity to accept or reject the deal.
Preparing for a bid is a significant effort in terms of cost and time. Worxwide Bid – No Bid (https://bnbscorecard.bidsandbeyond.com/) Scorecard helps you target the BEST opportunities and alarms you of any risky proposition before you start preparing. The Scorecard allows the key stakeholders to make critical decisions based on multi-dimensional metrics, be it strategy or delivering capability. The tool remembers your preferences and past performances for the next time you bid for a similar opportunity.
In this article, we have covered information that will help you incorporate decision gates and reviews into your business development process to make it more customer focused.
We Have Discussed:
These skills will help you improve your personal and organizational business development effectiveness.
Start with essential milestones and later add steps as you experience success. Implementing Decision Gates can be adapted to your organization’s needs to increase your probability of winning by committing to a Single, Disciplined process that reduces costs, accelerates productivity, improves forecasting, provides increased visibility and help gain insights.
We understand that bidding can be administrative and resource-intensive exercises for the owners of small businesses. Worxwide Consulting will bring APMP-certified professionals to help you prepare and guide you through developing a winning proposal.
Our APMP-certified professionals have 10+ experience in supporting Small Businesses in the United States to bid on contract vehicles, including, GSA FSS, 8(a) STARS, HCaTS, CATS+, GSA MAS, OASIS, NIH CIO-SP3 & CIO-SP4 MOBIS and RMAS. Our proactive team of consultants are well-acquainted with the Federal Market and helping Small Businesses from capture to bid.