Proposal qualification
The proposal qualification tab helps to evaluate the opportunity to decide if it's worth pursuing. Completing a client proposal is a significant undertaking, and the aim of the qualification tab is to allow your organization to invest the time and effort into those proposals that are most likely to succeed.
Proposal statistics
Review the won-lost percentage, average value by outcome and total value of proposals by outcome graphs to get a high level overview of your history of proposals for this client.
Strategic alignment factors
When creating a client proposal, it's important to ensure that it is aligned with the client's business strategy. Strategic alignment means that your proposal aligns with the client's overall objectives, vision and goals.
Click the Edit button to update these factors.
Market
The first step in creating a strategic proposal is to evaluate the market fit. This means understanding if the client is in your target market. This will help evaluate whether it is in the best interest of your organisation to pursue this proposal.
Services
The second step in creating a strategic proposal is to analyse the client's needs. This means understanding the client's business objectives, goals, and challenges. A proposal that addresses the client's problems, provides solutions to their pain points and delivers the value that they seek is more likely to be accepted and implemented.
Reputation
The third step in creating a strategic proposal is to assess the client's reputation. This means understanding their reputation in the industry, their relationships with stakeholders, and their brand image. It's important to consider the client's reputation when crafting your proposal. Your proposal should not only provide solutions to their business challenges but also enhance their brand image and reputation. By doing so, you can create a long-lasting relationship with the client and enhance your own reputation in the industry.
Opportunity factors
In order to create an effective proposal, it's crucial to analyse the opportunity factors that will impact the success of your proposal.
Budget
The budget is one of the most important factors to consider when creating a client proposal. If the proposed solution exceeds the client's budget, it's unlikely that they will be interested in moving forward. On the other hand, if the proposed solution is significantly below the client's budget, they may question the quality or expertise of your services.
It's important to understand the client's budget before creating a proposal. You can ask questions such as:
- What is the budget for this project?
- Are there any budget constraints that we should be aware of?
- What is the client's desired ROI for this project?
Need
The need is another crucial factor to consider when creating a client proposal. If the proposed solution isn't aligned with the client's long-term interests, it's unlikely that they will move forward with the project. To understand the client's needs, it's important to ask questions such as:
- What are the pain points that the client is experiencing?
- What is the desired outcome for this project?
- What are the client's long-term goals?
Understanding the client's needs will help you create a proposal that is tailored to their specific requirements, increasing the chances of success.
Timing
Timing is another important factor to consider when creating a client proposal. If the proposed solution doesn't align with the client's timeline, it's unlikely that they will move forward with the project. To understand the client's timeline, it's important to ask questions such as:
- When does the client need the solution in place?
- Are there any specific deadlines that we need to be aware of?
- What is the client's sense of urgency?
Relationship factors
It's important to reflect on relationship factors when creating a client proposal to ensure that it's tailored to the specific needs of the client.
Overall Relationship
The overall relationship between you and the client should be one of the main factors to consider when creating a client proposal. This includes any previous interactions you've had with the client, the level of trust and rapport you've established, and their expectations of your services. If you've had a positive experience with the client in the past, it's important to highlight this in your proposal. By acknowledging your previous success, you can increase their confidence in your ability to deliver the services they need. If you're working with a new client, it's important to focus on building trust and establishing a positive working relationship from the start.
Buyer
The buyer is the individual who will ultimately make the decision to accept or reject your proposal. It's important to understand their specific needs and requirements, as well as their decision-making process. By tailoring your proposal to the buyer's needs, you can increase your chances of success. For example, if the buyer is particularly concerned about cost, it's important to highlight the cost-saving benefits of your services in your proposal. If the buyer is more concerned about quality, focus on the high-quality services you offer and how they can benefit their business.
Sponsor
The sponsor is the individual within the client's organization who will champion your proposal and support your services. It's important to understand their role and the level of influence they have over the decision-making process. By building a positive relationship with the sponsor and addressing their specific concerns and needs, you can increase the likelihood that they will advocate for your proposal. For example, if the sponsor is particularly interested in your company's reputation and track record, highlight your past successes in your proposal.
Delivery factors
When crafting a client proposal, certain factors play a vital role in securing project success, with solution delivery standing out as one of the most crucial aspects.
Team
The project team holds significant importance in creating a successful client proposal. Ensuring that the team's expertise and skillset align with project requirements guarantees top-notch delivery. Consider their availability and workload for a well-timed project completion.
Solution
Another critical factor is the proposed solution meeting the client's expectations and requirements. Ensure scalability, maintainability, and security while adhering to industry standards and best practices. Analyze how it impacts the client's existing systems and processes.
Dependencies
Recognize dependencies outside the team's control that might influence the project's delivery. Account for third-party systems, regulatory requirements, and potential conflicts with other ongoing projects affecting resources.
By thoughtfully evaluating the team, solution, and dependencies, you set the stage for a successful project that stays on track, meets deadlines, and exceeds client expectations. Proactively address any potential issues to ensure a smooth project delivery.
Probability of win
advaise.app takes into account all the information provided in the qualification tab to calculate a probability of success.
Hit the refresh button to recalculate the probability of success after updating the qualification information.
When the proposal qualification tab is complete, go to the proposal management tab and request approval.
Once proposal qualification approval is received, move onto the proposal strategy tab.