Which Proposals Should You Pursue?

In the competitive world of professional services, knowing which proposals to pursue can be the difference between growth and stagnation. This article provides a step-by-step guide to help small-medium professional services companies make informed proposal qualification decisions.

Investigate if the Client is in Your Target Market

Before pursuing a proposal, it’s crucial to determine if the client fits into your target market. Consider the services the client needs and whether your company provides them. Also, assess if associating with the client and the project aligns with your company’s brand and values.

Evaluate the Opportunity

Understanding the client’s budget for the project is essential. Ensure it covers both, your expected fee and their internal costs. Additionally, consider if the project aligns with the client’s long-term interests and if they have an urgent need for it. These factors can indicate the client's intent to move forward quickly.

Reflect on Your Relationship

A positive relationship with the client and third parties involved in the project can significantly influence the proposal’s success. Assess your relationship with the decision-maker and whether you have a client sponsor for the proposal.

Analyse Your Ability to Deliver

Can you assign a suitably experienced team to this project? Do you have a differentiated and proven solution to deliver this type of project? Can the client provide the support you need to deliver the project? These are critical questions to answer before pursuing a proposal.

Review Your Historical Win Rate with This Client

Past performance can be a good predictor of future success. Review your historical win rate with the client to gauge the likelihood of winning the proposal.

Choosing the right proposals to pursue is a strategic decision that can impact your company’s growth. By following these steps, you can make informed decisions that align with your company’s goals and capabilities.

Consider using advaise.app

To streamline this process, consider using advaise.app. Explore the Clients and Proposals modules and see how they can transform your proposal process. Try advaise.app now and take the first step towards smarter proposal management.