Question

Topic: Strategy

Proposal Debriefing

Posted by Marita on 4/28/2011 at 5:01 PM ET 250 Points
After submitting a lengthy proposal making sure client's needs have been address and RFP has been followed to perfection, it is always extremely disappointing to find that after all the effort placed, we still did not win the proposal. We are a design and planning consulting services firm and debriefing after we win or loose a proposal is very important to our strategy. Are there any key questions you can suggest for debriefing when a proposal has been lost? Your suggestions are very much appreciated!
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RESPONSES

  • Posted by CarolBlaha on 4/28/2011 at 7:47 PM Member
    yes, opportunties met and opp's lost. I have seen case studies from the federal govt and that is the main focus. Where did you succeed and in what area did you fall short.

    You want to not just focus on what you missed, but what you did well. Repeat your successes and work to not repeating the failures.

    I also do a variation of the SWOT-- calling it a SOFT report -- success, opps, failures and threats.
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