Bid/No-Bid Decision Making
Proposal Training Class
Knowing When to Bid and When to Walk Away
Too many sellers waste too much time and money chasing opportunities they have no chance of winning. Stop wasting scarce organizational resources. Build a bid/no-bid decision making process and start focusing your resources on the opportunities you actually have a chance at winning.
What students will learn
Salespeople are taught to “qualify” opportunities. This is sales jargon. Qualifying an opportunity means evaluating it against objective standards to decide if it’s a “good fit” for what you sell. Salespeople do this so they don’t waste time, energy, and other resources chasing an opportunity that likely won’t result in a sale.
Most salespeople recognize this as a best practice, but all that common sense seems to go out the window as soon as an RFP falls in someone’s lap: “Ooh, look, an RFP! Let’s respond!” Then they invest a lot of scarce organizational resources in an opportunity they no little or nothing about. Then they lose.
There is a better way.
This class teaches students how to create and then implement a deliberative bid/no-bid decision process that ensures every opportunity gets the serious consideration it deserves. This allows you and your team to invest more resources in winnable opportunities, and walk away from those with little or no potential. The result is you get more wins, a better win rate, and you stop wasting resources chasing opportunities you are unlikely to win.
Details, logistics, and specifics
- Market focus: All of our classes are designed for business who sell to other business or to SLED (state and local government and educational) agencies. They are not designed for sellers who pursue federal opportunities.
- Students: This class should appeal to anyone in the seller’s organization–business owners, managers, proposal managers, and especially sales staff–who are involved in making bid/no-bid decisions.
- Delivery: Available for onsite engagements or online webinars. An online, self-paced option will be available soon.
- What’s included: Each student receives a comprehensive workbook with relevant slides from the class and lots of examples. Students love our workbooks.
Getting started
If you have questions or if you’d like to schedule a training engagement, please contact Dave Seibert by email at David.Seibert@ProposalBestPractices.com, or you can use the form below and Dave will follow up with you.