Bid Phase: Bid and Proposal Management - Bid and proposal management the seller perspective
11 important questions on Bid Phase: Bid and Proposal Management - Bid and proposal management the seller perspective
What forms of bid and proposal organizations are known?
- Bid and Proposal Management may be a centralized organization
- a team residing within each division or business unit of the company.
- Some companies assemble a different bid team for each proposal using the expertise of the technical, commercial and financial people closest to the deal.
Where can the view leave the contract to the end of the process lead to?
Which aspects must be taken in account for a winning bid strategy?
- Understanding the customer's environment
- External influences (politics, economical, demographic, technological)
- Internal influences (in free competitive market environments)
- Higher grades + faster learning
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What is a important lesson about what a customer want and need?
What is important about the customers' buying behavior?
- To understand how a customer makes its purchasing decisions.
- To base the team selling strategies on the customers specific buying behavior rather than on its own typical steps in the sales process.
Which assumptions can a supplier make on the purchase decision in a major sale?
- The purchasing decision will be made over a relatively long rime period, not in a single meeting or sales call
- There are competing alternatives (technologies, suppliers) from the customer will choose.
- There are many risks (to both the customer and supplier) if a bad is made.
Which steps are involved within a general purchasing decision?
- Recognition of need
- Evaluation of options
- Identification of requirements
- Establishing decision criteria
What goals (3) does a team have during the phase Establishing decision criteria ?
- Uncover decision criteria
- Influence decision criteria
- Maximize perceived fit with decision criteria
Bid and proposal questions to ask from buyer perspective
- Which type of procurement is best suited for my acquisition?
- What evaluation criteria are important?
- Can the business goals be achieved with buying standard products and discriminating only on price?
- Is my solicitation complete-asking all questions I need to have answered and providing suppliers with sufficient information?
- Have I specified communication channels?
- Do I really need a BAFO?
Bid and proposal questions to ask from seller perspective
What are their internal influences?
Do I understand their buying behavior?
What are the evaluation criteria?
How can I best influence the decision making process?
What are the competing technologies for this acquisition?
What are the risks/consequences to my customer and me tor failure?
How can you increase the chance of getting more work and more profitable work?
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