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.