A. Proposal Work Process
Proposal Opportunity Assessment: A Proposal Opportunity Assessment is a systematic evaluation work process to make a decision whether a company to participate a bid or not. The Proposal Opportunity Assessment includes analyse scopes, and terms and conditions; develop client and competitors’ profile; develop critical issues of the project; assess company’s capabilities; develop a preliminary execution plan, etc.
Project Assessment for the proposal is an evaluation work process to make a decision of bid or no-bid. The primary purpose of the Project Assessment is to evaluate whether or not the business is profitable or beneficial for the company. The Project Assessment activity includes client’s estimated budget, schedule, execution capability, key member involvement, project urgency, preferred contractor as well as underlying issues and concerns, etc.
Client Assessment for the proposal is an evaluation work process to make a decision of bid or no-bid. The primary purpose of the Client Assessment is to assess the realistic of project and references of client’s project experience, and client organisation structure including decision matrix; client's market position; financial status and previous relationship, etc.
Competitor Assessment for the proposal is an evaluation work process to evaluate the possibility or probability of the winning business. The Competitor Assessment activity includes competitors’ capability, workload, system, technology, position and reputation in industry, and their intention of this business. The SWOT (Strengths, Weaknesses, Opportunities and Threats) analysis method can be used for the Competitor Assessment.
Company Capability Assessment for the proposal is an evaluation work process to make a decision to participate the bid or not and to develop the winning proposal. The primary purpose of the Company Capability Assessment is to confirm a matching the company’s business plan; workable in resource, technology, experience, etc.; winnable competition and it will make a profit, etc.
Bid/ No-bid Decision is a work process to decide whether or not the company participate in the business based on the assessment work processes such as proposal opportunity, project, client, competitors and company capability assessment. A proposal cost and schedule, winning strategy and other decision factors such as workload, future business plan, client relationship, project execution risks, etc. should be considered for the Bid/ No-bid decision.
Bid/ No-bid Evaluation Criteria includes a matching the business plan including future opportunity in location, technology and client; winnable; profitable; soundness of client; project realistic; competitors’ strength and weakness; execution risk in experience and resource; contract terms and conditions; definition of the scope of work; guarantee and liability; localization uncertainty; long term business relationship, etc.
Winning Strategy is a detailed plan for achieving success in the situation. The proposal Winning Strategy is influence and affect the client’s selection process by focusing on client needs; differentiation from previous and competitors; highlight company proposal provides the best value through the highlight strength; mitigate weakness, neutralize competitor’s strength and focus competitor’s weakness. Sun Tzu (544-496 BC), the author of The Art of War said “If you know the enemy and know yourself, you need not fear the result of a hundred battles. If you know yourself but not the enemy, for every victory gained you will also suffer a defeat. If you know neither the enemy nor yourself, you will succumb in every battle.”
C. Other Definitions
A Market is defined as the sum total of all the buyers and sellers in the area or region under consideration. Most markets rely on sellers offering their goods or services (including labour) in exchange for money from buyers. The value, cost and price of items traded are as per forces of supply and demand in a market.
A Marketing is defined by the official academic definition from CIM (The Chartered Institute of Marketing) as "the management process responsible for identifying, anticipating and satisfying customer requirements profitably." This means the ideas, the brand, how you communicate, the design, print process, measuring effectiveness, market research and the psychology of consumer behaviour all count as part of the bigger picture of ‘marketing’. An understanding of what customers need and value, is central to marketing. Learning your customers' needs and how you can add value through marketing activities paves the way for a successful business in the long term. (Source: http://www.cim.co.uk/)
An Assessment is an act of evaluation or judgment the ability or value, or decision that is done or to be done successfully.
A Strategy is a detailed plan for achieving success in situations such as war, politics, business, industry, or sport, or the skill of planning for such situations usually over a long period of time