So you get a chance to bid on a #So.ME project? How long would it take you get out your proposal and to draft contracts with other #So.ME providers who will help you deliver?
I am used to a four stage process of winning work. Does your process look like this or do you use another method?
- Work with prospects over quite a long time until they ask you for a proposal OR you hear of a public bidding process which has formal Requests for Proposals (RFP).
- Scope the proposal by talking with your client to understand the background, motivation of the request and their budget OR get hold of the Terms of Reference (ToR), attend briefing meetings, and interview the decision makers (if possible) to get more information.
- Prepare the written proposal and submit it to the client OR submit as a formal tender by the due date.
- Follow up meetings to vary the proposal or to find out why it was rejected and if you have the job, commit the agreement to writing as a Letter of Engagement.
Does that look like what you do? What jargon is used in various parts of the world and in different sectors?