In the intricacies of bidding, every step, every move counts. But what happens when there's a missing link in the chain?
The chain of success
Imagine a chain, each link representing a stage in the bid process. The bidders' comparison matrix is one such link, a crucial tool that helps you understand where you stand in relation to your competitors. It sucks up all of the intelligence you've gathered before the RFP is issued and helps you objectively and take an unbiased perspective that informs your strategy.
But knowledge alone isn't power – it's potential power. The true strength comes from the actions you take that are built on that knowledge, and forging them into 'capture tactics' – the activities you engage in pre-RFP that improve your chances of winning. These tactics are the preparation, the groundwork laid before the foundation is poured.
As the RFP launch approaches, these capture tactics must evolve, must mature into 'proposal tactics'. APMP calls these proposal strategy statements. This is where the rubber meets the road, where your pre-RFP efforts aren't left at the roadside, but flow into the proposal to ensure you create a coherent, compelling and winning response.
The importance of integration
Without integrating capture and proposal tactics, your bid will be like a chain with a missing link. It may look complete, but under tension, under the scrutiny of evaluation, it is likely to fail. The missing link in this chain is that transitionary step when we move from capture or business development in to the proposal development phase. This should coincide with what we call the pre-proposal planning phase. That period of time when you move from capturing and developing ideas, engaging and influencing the customer, into planning to develop a winning RFP response.
Your proposal response strategy, your visual design, your win themes, your solution, and your pricing – all must be a natural extension of your capture tactics. They must tell a story that began long before the RFP was issued, a narrative that demonstrates not only your understanding of the client's needs but also your foresight in addressing them.
In the end, the chain is only as strong as its weakest link. In bidding, there is no room for weak links. The transition from capture to proposal tactics must be flawless, invisible. It's the missing link that, when found, completes the chain and locks in success.
Go here to find out more about how we can help you with our capture services.
