“What a business needs most for its decisions — especially its strategic ones — are data about what goes on outside it. Only outside a business are there results, opportunities and threats.” — Peter Drucker
Firstly, you need tools that will help you gather the correct qualitative data. For example, a survey asking questions about the sales lifecycle, bid process, bid teams’ pain points and the organisation’s attitude toward proposal development is great to collect qualitative information.
In addition, executives, salespeople, business development managers and marketing teams often get to see proposals and marketing collateral from other industry peers or competitors. Therefore, interviewing them about the effectiveness of your bid processes and bid documents will provide compelling insights.
Lastly, it helps if you look at the quality of the proposal or sales documents you submit. These documents represent your brand, and first impressions count! A high-quality, well-prepared proposal inspires confidence in your abilities to deliver the services or products that you propose. Therefore, you need to constantly evaluate the quality of the bid documents you submit.