Win/Loss Analysis

After each bid, your Bid Manager should do a proper win/loss analysis. Consider the most recent bid out come and perform the following the three part win/loss analysis.
This is in three parts:

 

Client relationship


Did you know about the bid before it was advertised?
Did you have a positive relationship with the client before the bid?
Were you invited by the client to bid?
Did you know why the bid was being called?
Did you know the selection panel?
Yes - No
Yes - No
Yes - No
Yes - No
Yes - No

 

Training


Did you formally appoint a bid manager?
Does your bid team fully understand the bidding process?
Were all persons contributing to the bid trained in bidding process and strategies?
Did your bid team fully understand the client’s requirements?
Did your bid submission focus on the client’s needs?


Yes - No
Yes - No

Yes - No
Yes - No
Yes - No

 

Bid Management Processes

Do you have a clearly defined bid management and approval process?
Did you go through a formal go/no go to bid analysis?
Did you review your competitive advantages?
Was your organisation fully supportive of the bid?
Do you have a standard internal bid template or format to assist you?
Do you have a formal win/loss analysis after each bid result?

Yes - No
Yes - No
Yes - No
Yes - No
Yes - No
Yes - No

 

Scores

Four or more "Yes" in each part—Good, you probably won—just take away our Tendering Tips.
If you did not, You need help!  Contact Us