Why we lost that one

Every lost proposal gets a reason: the fee, or the incumbent. Each one is true on its own. The score sheets go in the archive and nobody adds them up. The next deadline is already on the wall.

One case on our Try page: an office's pursuit archive. Yesper built the register against the selected firm, and the points were lost in the approach section: the criterion with the biggest gap in 18 of 31 losses, while the other criteria were level. Where fee was scored, the win rate was under half the QBS rate.

You know what to fix before the next proposal goes out, not at the next debrief: the hours go into the approach section. Same for the rest of the Try page: a bid go/no-go, a fee proposal against the staffing plan, a scope matrix for a bid invitation.

Try it yourself →