The competitive RFP and RFQ bid process is similar to a race for first place. I typically find that using a SWOT analysis can be a key tool to helping organizations create proposals that win. A SWOT Analysis, is a study of an organization’s Strengths, Weaknesses, Opportunities and Threats. When applied to the competitive bid process, this analysis focuses on the chances of winning a bid. It simply asks, “What are the bidding company’s and its solution’s strengths and potential areas of weakness relative to competitors?”
I work with my clients to define precisely how their service or solution has a distinct opportunity to win the bid, relative to its competitors. Additionally, together, we determine which of their competitors have solutions or relationships that could potentially threaten their ability to win. By identifying these issues in advance of drafting the proposal, the bid team can have a better understanding of what information to include in the bid response, in order to increase its chances of winning.
At Proposal-Manager.net, I often use this approach in crafting the Executive Summary for complex bids. I can write the summary or first draft for my clients, or work collaboratively with their teams to develop one that has incorporated the team’s answers in a SWOT analysis discussion. A strong Executive Summary might be the only document that RFP decision-makers such as CEOs or CFOs read, other than the pricing section. Hence, it is effective to clearly indicate the strengths of the proposed solution, as well as to counter any possible objections that might arise based on perceived weaknesses in this document. I have studied effective Executive Summary composition with Shipley and Associates, one of the leading researchers on bid strategy, and how to win complex RFPs, and I endorse their approach.
Ultimately, my goal is to help my clients increase their bid-win ratio, on-time and on-budget, while reducing stress on their teams. I have found that the effective use of a SWOT analysis is one tool that can help boost a bidders’ chance of winning.
Contact us if you have questions, or if I can help. Sincerely, Julia
