The Winning Bid, 2nd Edition

10

And the winner is…

(What happens after the decision is made)

THIS CHAPTER COVERS:

•  How winners and losers are notified

•  Learning lessons for future bids

•  Creating a knowledge base for future bids

•  Measuring your bid performance over time

There’s much debate in the bid world about what rate of success you should expect to achieve. There’s one school of thought that says, since most competitions include about five suppliers at the shortlist stage, the average win rate must be one in five, or 20 per cent. I’m not sure I agree with this, since it assumes a level playing field every time, and that eventually you will get lucky just by the law of averages. I believe that, if you apply the techniques and good practice described in this ...