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Opportunity Qualification

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This presentation describes why we need to consider whether the opportunity is right for us to pursue.

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Opportunity Qualification

  1. 1. Establishing Requirements<br /> Developing Strategy<br />Communicating your Plan<br />Planning the Proposal Phase<br />Learning from Experience<br /> Choosing the right opportunities<br />Opportunity Qualification<br />Proposal Process Management<br />Review Management<br />Managing Time, Cost and Quality<br />Qualifying Opportunities<br />
  2. 2. Learning objectives: by the end of this module, you will know:<br />Syllabus Requirement<br />
  3. 3. Opportunity Qualification is considered best practice because:<br />promotes early engagement<br />provides the information you need move forward or withdraw<br />encourages competitive analysis<br />and if this is not enough, just consider the consequences of pursuing too many poorly qualified bids<br />
  4. 4. Winning bidders start before the RFP<br />1982<br />2006<br />
  5. 5. Qualification Tools<br />
  6. 6. Some well known checklists<br />SCOTSMAN<br />Solution / Situation<br />Competition<br />Only Me<br />Time<br />Size<br />Money<br />Authority<br />Need<br />MEAN ACTS<br />Money<br />Emotion<br />Authority<br />Need<br />Ability<br />Competition<br />Time<br />Size<br />
  7. 7. Sample Go / No Go Scorecard:<br />Two parts:<br />Project Attractiveness<br />(Do we want to win?)<br />Our Capability to Win<br />(Can we win?)<br />Completed before each review<br />Guide to planning and tactics<br />Qualify Early, Qualify Often, Qualify Honestly<br />
  8. 8.
  9. 9. Quick Quiz Question: Opportunity Qualification<br />1<br />Please click on your selection<br />
  10. 10. Sorry! Try again.<br />Starting capture planning before the pursuit decision means that if the decision is ‘No’, then time and effort may have been wasted.<br />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.<br />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.<br />Pursuit Decision<br />Prelim. Bid <br />RFP Arrives<br />Submit<br />Approve<br />Close<br />Opportunity Assessment<br />Capture <br />Proposal Planning<br />Proposal<br />Preparation<br />Win Case<br />Handover<br />
  11. 11. Congratulations!<br />
  12. 12. Preparing for the eTorial<br />

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