Proposal management

analyzing business opportunities

For those organizations which continually win contracts from their proposal submissions, their business development effort often begins with their identifying new opportunities which best match their capabilities and their overall mission and strategy. This article--the first in a three-part series--outlines a model for evaluating new business opportunities. In doing so, it identifies the key questions--organized in relation to four critical areas: budget, authority, need, cycle--that can help companies determine the organizational relevance of business opportunities. It then outlines the proposed model, a six-stage process that can help organizations determine when, how, and if they should pursue the opportunities that come their way.
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