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APMP Foundation: Opportunity Qualification

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First session in the module Choosing the Right Opportunities from Bid to Win's APMP Foundation Accreditation preparation programme.

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APMP Foundation: Opportunity Qualification

  1. 1. APMP® Accreditation Programme Choosing the right opportunities© APMP 2005 and Bid to Win Ltd 2010 Version: 0v9
  2. 2. Qualifying OpportunitiesChoosing the right opportunities Establishing Requirements Developing Strategy Opportunity Qualification Proposal Process Management Review Management Managing Time, Cost and Planning the Proposal Phase Communicating your Plan Quality Learning from Experience
  3. 3. Learning objectives: by the end of thismodule, you will know:why opportunity qualification is considered best practicewhen should we start qualifyingwhat kinds of qualification tools can be usedhow to present data at a qualification meetingSyllabus Requirement
  4. 4. 1,000,000 200,000 50,000 1:4
  5. 5. Opportunity Qualification isconsidered best practice because:• promotes early engagement• provides the information you need move forward or withdraw• encourages competitive analysis• consider the consequences of pursuing too many poorly qualified bids
  6. 6. bid less win more
  7. 7. Why are we bidding?
  8. 8. Why are we bidding? A bid has a continued business justification
  9. 9. Why are we bidding? A bid has a continued business justification The Business Case ‘drives’ the bid. It is maintained and monitored continually but particularly at: • Opportunity qualification • The Go / No-go decision • Bid project milestones / decision points
  10. 10. Winning bidders start before the RFP Herther. APMP Journal, Fall 2006
  11. 11. Winning bidders start before the RFP Herther. APMP Journal, Fall 2006 1982
  12. 12. Winning bidders start before the RFP Herther. APMP Journal, Fall 2006 1982 2006
  13. 13. Bid Decision and Qualification Tools Workbooks Lead Compatibility Grid Typical tools Bid Decision include Trees Checklists Scoring systems
  14. 14. Some commonly used checklists:SCOTSMAN MEAN ACTS Money Solution / Situation Emotion Competition Authority Only Me Need Time Ability Size Competition Time Money Size Authority Need
  15. 15. 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 tacticsQualify Early, Qualify Often, Qualify Honestly
  16. 16. Qualification Meetings• Qualification meetings (decision points) are integral to a good proposal management processPursuit Decision Preliminary Bid. BID Decision Submit Bid Approve Deal Close Opportunity Capture Proposal Proposal Win Case Handover Assessment Planning Planning Preparation RFQ Received• Early qualification enables focus on desirable, winnable opportunities
  17. 17. 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 investmentSyllabus Requirement
  18. 18. Quick Quiz Question:Opportunity QualificationWhen should capture planning start??a. Before the pursuit decisionb. After the pursuit decisionc. After the RFP is issuedd. After the bid is qualified Please select your answer in the Polling panel.
  19. 19. How did we do? 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, after which Capture Planning can start.Pursuit Decision Preliminary Bid. Bid Decision Submit Bid Approve Deal Close Opportunity Capture Proposal Proposal Win Case Handover Assessment Planning Planning Preparation RFQ Received
  20. 20. Preparing for the eTorialThe Bid Qualification Exercise:• Review the topics ‘Bid Decisions’ and ‘Capture Planning’ on pages 18 - 26 of the Proposal Guide• Read the ManCo case study• Complete the Qualification Scorecard• Make a recommendation for a Bid Decision• Place your work in the Class Space.

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