Opportunity Qualification
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Transcript of Opportunity Qualification
Learning from Experience
Opportunity QualificationProposal Process Management
Review Management
Choosing the right opportunities Establishing Requirements Developing Strategy
Managing Time, Cost and Quality
Communicating your PlanPlanning the Proposal Phase
Qualifying Opportunities
Learning objectives: by the end of this module, you will know:Why is opportunity qualification considered best practice
When should we start qualifying
How to present data at a qualification meeting
What kinds of qualification tools can be used
Syllabus Requirement
Opportunity Qualification is considered best practice because:
• promotes early engagement• provides the information you need move
forward or withdraw• encourages competitive analysis• and if this is not enough, just consider the
consequences of pursuing too many poorly qualified bids
Winning bidders start before the RFP
19821982 20062006
Qualification Tools
Typical tools include
Workbooks Decision Trees Checklists Scoring
systems
Some well known checklistsSCOTSMAN
Solution / Situation
Competition
Only Me
Time
Size
Money
Authority
Need
MEAN ACTS
Money
Emotion
Authority
Need
Ability
Competition
Time
Size
Sample Go / No Go Scorecard:Two parts:
Project Attractiveness
(Do we want to win?)
Our Capability to Win
(Can we win?)
Completed before each review
Guide to planning and tactics
Qualify Early, Qualify Often, Qualify Honestly
Data required for Qualification Meetings
• Customer details and requirements• Competition details and offerings• Capability of our organisation to meet requirements• Cost of winning the business• Our win strategy• Degree of risk• The return on our investment
Quick Quiz Question: Opportunity QualificationWhen should capture planning start??
Before the pursuit decision
After the pursuit decision
After the RFP is issued
After the bid is qualifiedPlease click on your selection
1
Sorry! Try again.Starting capture planning before the pursuit decision means that if the decision is ‘No’, then time and effort may have been wasted.
Capture planning is about understanding the prospect, the possible solutions to their needs and the competition and using that understanding to create a plan for winning the bid.
After the RFP is issued is too late to start capture planning. We need a good understanding of the prospect by the time the RFP is issued, otherwise we are not going to be in the best position to respond. Qualifying or Opportunity Assessment leads to the pursuit decision.
Pursuit Decision Prelim. Bid RFP Arrives Submit
Opportunity Assessment Capture Proposal
PlanningProposal
Preparation Win Case Handover
Approve Close
Congratulations!
Preparing for the eTorial
Instructions for Qualification Exercise:• Refer to the ManCo case study• Complete the qualification scorecard• Make a recommendation for a decision• Place your work in the Class Space.