Business Development Intelligence

Project Overview: Bid Loss Review

A telecommunications giant

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needed to address the bid failure rate for its premium service

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wanted to support its sales team to adjust its approach to better fit client needs

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surveyed the sales team to determine how service components, pricing and support are currently positioned and conveyed to potential clients

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developed an Interview Guide and conducted comprehensive telephone interviews with decision makers at leading U.S. companies about successful and unsuccessful bids

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identified key areas of discrepancy between service capabilities, sales team beliefs and claims, and actual client needs

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consolidated interview findings in a final report

Result
Guided by the external interview disclosures, the company initiated key internal improvements to increase its bid success rate.

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