Quotes serve a purpose: to convince a customer to purchase your product or service. That means you would prefer every one of your offers to become a contract. But everyone knows it doesn’t work like that. Sometimes you win, and sometimes you lose.<\/p>\n
\nwin ratio = all quotations approved by customer \/ all quotations issued in x time<\/p>\n<\/blockquote>\n
How do you know if your win ratio is correct? It depends on the sector and the service or product of a good win ratio on offers.<\/p>\n
There are some important parameters:<\/p>\n
\n
- How many competitors do you have?<\/li>\n
- How well-known is your product\/service?<\/li>\n
- Are the competitors very similar to you, or do they offer something different?<\/li>\n
- How big a contract is you trying to make?<\/li>\n
- Are you a key player in this market?<\/li>\n<\/ul>\n
Want to know more about how these parameters affect your odds of winning? Learn more<\/a>.<\/p>\n<\/div><\/div><\/div><\/div><\/div>
We assess the win ratio of bids as follows:<\/h3><\/div>\n
\n\n\n
\n Ratio<\/span><\/th>\n Good<\/span><\/th>\n Wrong<\/span><\/th>\n<\/tr>\n<\/thead>\n\n \n 100%<\/strong><\/td>\n You don’t take enough risks.
\nYou are missing opportunities<\/td>\n<\/td>\n<\/tr>\n \n >60%<\/strong><\/td>\n Some competitors
\nwith very similar offerings.<\/td>\nCompetition with different offerings:
\nYou’re missing opportunities<\/td>\n<\/tr>\n\n >50%<\/strong><\/td>\n Large contracts,
\nstiff competition<\/td>\nKey player in the market.<\/td>\n<\/tr>\n \n >33%<\/strong><\/td>\n Large contracts e\/o
\nservices not well known<\/td>\nSmall contracts,
\nproducts are similar to competitors.<\/td>\n<\/tr>\n\n <33%<\/strong><\/td>\n Never good<\/td>\n You are putting in too much work for too little opportunity.<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n <\/div>Your odds of winning are good, between 60% and 90%. Above that, you take too little risk<\/strong> and thus miss sales opportunities. If you have a probability of winning lower than 33%, you are putting in a lot of work for little result.<\/p>\n<\/div><\/div><\/div><\/div><\/div>
What could be better about the offer?<\/h2><\/div>
Here are the ten most common mistakes in proposals:<\/p>\n
\n\n
\n 1.<\/span><\/td>\n Nothing about the customer<\/strong>;
\nNo problem, no reason why … Just nothing.<\/td>\n<\/tr>\n\n 2.<\/span><\/td>\n Sloppy<\/strong>;
\nSpelling mistakes, typos, sentences that don’t flow<\/td>\n<\/tr>\n\n 3.<\/span><\/td>\n Too long<\/strong>;
\nNobody reads everything anymore. A proposal with too much text gets lost<\/td>\n<\/tr>\n\n 4.<\/span><\/td>\n Too short<\/strong>;
\nIf there is hardly any explanation, especially on the most critical points.<\/td>\n<\/tr>\n\n 5.<\/span><\/td>\n Poor readability<\/strong>;
\nToo much text on 1 page, no headings, long sentences, and ditto paragraphs<\/td>\n<\/tr>\n\n 6.<\/span><\/td>\n Recognizability lacks<\/strong>;
\nMissing the language of the customer’s industry<\/td>\n<\/tr>\n\n 7.<\/span><\/td>\n Content too legal<\/strong>;
\nIf the legal department has interfered too much in the proposal<\/td>\n<\/tr>\n\n 8.<\/span><\/td>\n Wrapping up about price<\/strong>;
\nYour customer wants to know what it costs, don’t hide it away<\/td>\n<\/tr>\n\n 9.<\/span><\/td>\n Late submission<\/strong>;
\nLost momentum because the offer was too long in coming<\/td>\n<\/tr>\n\n 10.<\/span><\/td>\n Mismatch of problem and solution<\/strong>;
\nMatch between the customer’s problem and the solution is missing, then lots of text about how sublime your answer is.<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>Much more can be said about these ten causes. You can read about that here The ten most common mistakes in proposals<\/a>.<\/p>\n<\/div><\/div><\/div><\/div><\/div>
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