Price is often blamed first because it is easy to understand and hard to disprove. Incumbent strength is another straightforward answer. So are scoring, evaluator behaviour and bid-team performance. Any of these may be true.

 

None should be accepted until they are tested against what the organisation believed before submission.

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Loss Review starts with that belief.

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Was the buyer insight strong enough? Did the evidence support the claims? Did the quality response justify the commercial position? Did the review process expose risk, or only improve the document?

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Useful learning starts when the business reveals which belief failed and why it remained unchallenged.

 

If the organisation blames price when the real issue was weak evidence, the next bid will carry the same defect. If it blames the bid team when the pursuit was poorly qualified, the bid team just inherits the same problem again.

 

Our Loss Review provides judgement on what must not survive into the next pursuit.

 

How this is applied: Loss Review is used to stop an organisation settling too quickly on the most obvious or easiest explanation after a loss and consequently repeating the same mistakes. It serves as an additional access point for our clients because it supports inputs for the Pursuit Waste Diagnostic should  a client choose to go down that route. 

 

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