There's more to bid win rates than meets the eye
Updated: Nov 21, 2020
Winning bids is dependent on many variables, which is why I believe they can be a misleading measure. Can anyone think of any more determining factors to winning a bid that I’ve missed?
Bidding as the incumbent or challenger
Cultural fit between you and the customer
Whether bidding in an established or new market
Whether bidding for new, add-on, or renewal business
Qualification rigour and no-bid decisions – do you bid for everything?
Evidence in the form of case studies
Appetite for risk
Solution features, benefits and differentiation
Whether your resources are working exclusively on your bid or several others concurrently
The quality of competition at any given time. Have they got their A team on it? Who are they partnering with? Are they distracted by delivery issues?
Are you counting bids that are call-offs from frameworks?
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