Do you hold the keys to winning a contract?
This scorecard has been designed to provide you, the challenger, with tailored insights into whether or not you have the keys to winning a particular contract.
You’ll be scored against the following keys:
There are eight keys to the kingdom. Challengers must hold all eight if they are serious about unseating an incumbent and seeing off the competition.
- Incumbency
An underperforming incumbent opens the door to an energetic challenger to make an ambitious proposal that leads to a contract win.
2. Client Relationship
This is the most important of the eight keys. An excellent client relationship is mandatory if you want to beat the rest and win the contract.
3. Brand
A high performing brand means that others rate you. This counts for a lot when clients are deciding to do business with you
4. Marketing
Good marketing means that your client is aware that your services are at least as relevant as those of the incumbent and any other challenger.
5. Competition
You must be aware of who you are competing against, and how your client rates them against any evaluation criteria they propose to use.
6. Financial
Price is the most scrutinised part of any proposal. If you are serious about winning the contract you will have to price it competitively.
7. Value Proposition
Your products must address the client's problems better than your competition. Also, your delivery team should be a good fit.
8. Proposal Quality
To win the contract you must produce the most impactful and high quality proposal, and have a pitch team that is well prepared to perform.
Answer 28 simple questions
Receive your current score and tailored recommendations
I'm an expert in developing and assisting business development teams win more contracts. Take this scorecard and discover whether you have an actual chance of winning a particular opportunity.
