Assess the Available Information in order to qualify the opportunity.
Use the acronym – MANREACT to assess the available information as described below:
- M oney – can they afford the fee?
- A uthority to buy
- N eed / urgency, both client and vendor
- R isk
- E ffort required by us
- A bility to implement / Approach; operational feasibility
- C ompetition / Characteristics
- T iming – what is the compelling event
MONEY/ Pricing/ Buying Power
- Can the client afford our selected fee structure?
- The objective is to get the job at a fair price, not giving too much away.
- What would we need to do to match the client’s financial requirements?
- We should not be wasting our time with inappropriate clients.
Refer back to buying role…
- Decision-makers and roles.
- Dealing with the ‘right’ person(s) at the ‘right’ level(s)?
- Can they make the required decisions?
- What are the decision making processes and structures?
NEEDS of the prospect / client
- Does the prospect know/ agree what is needed.
- How clearly is the need defined?
- Management’s view of this need
- Differentiate between needs and wants
- Objectives and terms of reference
- Clearly stated deliverables
NEEDS of the vendor
- What are the vendor needs for the work?
- Availability of other work
- For existing staff and to meet growth plans
- Availability of required skills
- Is it within our Target sector?
- To maintain reputation
- To enter new fields
- To leverage potential
- Training potential for our staff
- To address conflicts within the organization
RISKS – what are the risks?
- Of getting the work?
- Of not getting the work?
- What is the nature of the Project:
- Is it highly technical in nature?
- What are our skills in this regard?
- What is our staff attitude like?
- What is the senior resource use and hence the leveraging?
EFFORT of the proposal
- Formal proposal required?
- Existing relevant documentation.
- Further information required?
- Availability of our best people for proposal.
- What is the decision / evaluation process?
- Approximate total cost of proposal effort?
- What is the cost / value / probability relationship?
- Is the proposal effort worth it?
EFFORT of the project
- Client location; cost of S&T.
- Extent of relevant experience and subject matter knowledge? /similar field/ past project documentation?
- Is new technology involved? Research required?
- Do we need and have the technological skills?
- Are associates/ subcontractors required?
- Required project structure?
Approach – Ability
- What is our ability in this area?
- Have we done this work before?
- What approach to use?
- Proposed solution?
Approach to designing the job
- Designing the job well is often the key to:
- Getting the job.
- Delivering a good product.
- Making a profit.
- Designing the job happens before the job is awarded, not after.
- Designing the job is the heart of the proposal development process.
Who Is The COMPETITION?
- Types (Big firms, local/international, specialists/generalists, etc.)
- Size, reputation and style of competition.
- Relative strengths / weaknesses.
- Cost / fee structures.
- Key differentiators:
- Bases of competition (speed, quality, price)
- Relationships with key decision makers
- Our areas of potential competitive advantage
- Partnering arrangement(s)
CHARACTERISTICS of Client
- How big – entire organisation, department, or even an individual?
- Do we have other relationships with the client?
- Where is the client located?
- Have we done prior work?
- What is the likelihood of public exposure?
- Type of Client Organisation
- Sophisticated/unsophisticated user
- Reason for using consultants
- Proposal timing, start date, due date
- What pressure is the client under?
- Can we do it within the time constraints?
- What is the effect on quality?
Is more information required?
- Have we sufficient information
- Where can we get additional information
- What specifically do we need?
Is the information sufficient for us to qualify?