Research and Pursue
Welcome to the Research and Pursue phase of the bid toolkit.
This phase of the bid toolkit focuses on thoroughly researching the opportunity and its environment to inform the bid decision and to position yourself to win.
Stage Objectives
Research the client, the opportunity, their influencers and the competitive environment.
Business decision on the client fit and appropriateness
Influence gained over the client
Quality Submission Objectives
Develop a full understanding of the client, the opportunity, and their drivers
Try to influence the opportunity to be negotiated without competition
Where the client stipulates a competition, influence the procurement process and documents to suit us
Identify the need for any supply-chain partners
Commercial Objectives
Develop an initial understanding of the opportunity commercially and ascertain its attractiveness to the business
Highlight any early warning signs of commercial red flags (i.e: onerous contract conditions, credit check on client, etc)
Inputs
Key Steps
Outputs
Critical Success Factors
Appropriate sponsorship and leadership of the pursuit
Good quality research and engagement with the client
Opportunity fits with the business plan
Top Tops
‘People buy people’. Get the right people in front of the client before the bid lands.
Invest the time now to fully understand the client, their influencers, the opportunity and the competitive environment – better to know now than once its lost
Assign an appropriate bid leader early
Tools
A suite of templates and tools to support your tender
Our tools are designed to support your activity throughout the bid phases and help you to submit an engaging and compliant bid to your client.
Our Research and Pursuit Plan template takes you through how to gather intelligence on your client, the opportunity and your competition to set you up for success.
Training Video
Ready to learn more?
The Research & Pursue training module is delivered online and has been curated by bidding experts, giving you real world insights in to the bid process that you can access any time, anywhere.
To view the training video simply click the ‘rent’ button (top right). This will take you to our Vimeo On Demand page where you will be able to rent and watch this training module or the full course.