The Research & Pursue Phase

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 | Inputs | Key Steps | Outputs | Critical Success Factors | Top Tips

Paid Tools & Training Module


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

  1. Develop a full understanding of the client, the opportunity, and their drivers
  2. Try to influence the opportunity to be negotiated without competition
  3. Where the client stipulates a competition, influence the procurement process and documents to suit us
  4. Identify the need for any supply-chain partners

Commercial Submission Objectives

  1. Develop an initial understanding of the opportunity commercially and ascertain its attractiveness to the business
  2. Highlight any early warning signs of commercial red flags (i.e: onerous contract conditions, credit check on client, etc)

Inputs

Research-and-Pursue-1


Key Steps

Research-and-Pursue2


Outputs

Research-and-Pursue3


Critical Success FactorsCritical Success Factors

  • Appropriate sponsorship and leadership of the pursuit
  • Good quality research and engagement with the client
  • Opportunity fits with the business plan

Top Tips top tip

  • ‘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

Paid Tools & Training Module

Buy-now-iconA suite of templates and tools to support your tender

Our paid 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.

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.rent-now-icon

To view the training video simply click the ‘rent now’ icon. 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.