Work winning stalls when an attractive looking opportunity reaches the live bid phase before the business proved it was actually worth bidding.

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The cost of this becomes visible when the formal tender lands because the organisation suddenly finds itself under pressure to operate as if the pursuit has already earned the resource necessary to produce a bid.

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Our Pursuit Waste Diagnostic (PWD) was designed to prevent this situation from arising. It is used before the live tender window to answer one very important question:

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Has the opportunity earned the right to reach the bid phase, or is the business about to commit valuable resource before the evidence for doing so is strong enough?

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The output is a clear pursuit decision:

 

Back it. Challenge it. Reset it. Stop it.

 

PWD puts an organisation’s best people, money and focus behind opportunities where a credible route to award exists.

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Because if that case doesn’t exist, then neither should the bid.

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How this is applied: PWD is delivered as a rolling pipeline challenge arrangement over a minimum three-month period. During the three months, we build a view of how the client qualifies, challenges and progresses opportunities. This is done through challenge sessions with the people responsible for shaping, sponsoring, pricing and delivering bids. Findings and recommendations are provided as the work develops, so leadership can act while decisions are still live. The client also receives a pursuit control discipline framework that can continue to be used internally after the initial three months.