| Strategic Alignment |
Sales Lead |
Did we pursue an opportunity that had a low PWin or was a poor strategic fit? |
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| Client Needs |
Sales Lead |
Did we fail to identify the true decision-maker or misinterpret client’s strategic driver? |
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| Blockers |
Sales Lead |
Were there blockers in the Qualification Phase? |
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| Win Themes & Value |
Sales Lead, Bid Manager |
Were our Win Themes generic or did they fail the “So What?” Test? |
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| Product/Solution Fit |
Sales Lead, SME |
Did our product lack critical features or was it too complex? |
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| Competitive Position |
Sales Lead |
Did we underestimate incumbent’s strength or fail to neutralize competitor differentiator? |
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| Commercial Strategy |
Sales Lead |
Did price fail to align with market or was it unprofitable? |
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| Technical Content |
Bid Team / SME |
Did the proposal suffer from Technical Overload? |
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| Visuals & Branding |
Bid Team / Writer |
Did graphics enhance comprehension or was layout cluttered? |
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| Compliance/Quality |
Bid Manager |
Did failure to adhere to rules result in disqualification or reduced score? |
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| Workflow Efficiency |
Bid Manager |
Were review stages a significant bottleneck? |
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| Team Dynamics |
Bid Manager |
Did Role Ambiguity or poor communication lead to issues? |
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| Resource Management |
Sales Lead, Bid Manager |
Did project stay within budget? Was time allocated effectively? |
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| Internal Support |
Sales Lead, Bid Manager |
Did we experience difficulty securing necessary investment? |
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| CRM Data Hygiene |
Bid Manager |
Were CRM fields completed accurately? |
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| Attribution Bias Check |
Sales Lead |
What was the primary reason for loss/win that was external and unavoidable? |
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| Knowledge Transfer |
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Was this a mistake we’ve made before? Was Lesson Learned difficult to retrieve? |
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| Client Experience / Sales Engagement |
Sales Lead |
Did our sales team’s engagement align with client expectations? |
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