Competitive assessment

The purpose of understanding the competition is to gain the insight necessary to formulate a bid strategy and assemble a team that will beat them.

Some of the steps to perform include:

  • Identify other potential bidders and their teaming partners
  • Delineate their strengths and weaknesses
  • Incorporate this competitive information into the capture strategy and ghost their weaknesses in the  technical, management and pricing proposal
  • For larger opportunities, assemble a group of people who know the likely competitors and have this group develop a strategy to beat them. Use the results to structure an even stronger proposal.

 

Some competitive analysis resources are:

  • Market research databases like FEDMINE
  • Client visits FOIA (Freedom of Information Act) requests for information from the government
  • Annual Reports
  • Dun and Bradstreet reports
  • Telephone networking (talking to BD directors at other companies)
  • Specialized market research firms
  • Outside sales consultants
  • Former employees of a competitor
  • Competitors themselves (through exploratory teaming meetings)

 

In some cases, the decision will be made to try to team with a strong competitor to “take them off the street.”

– Mike Lisagor

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