THE SOQ/PROPOSAL PROCESS
During the pursuit lifecycle process, responding to an RFP is one of the steps in presenting your win strategy to the client. The go/no-go process is a great tool to circumvent risk and avoid chasing work with a low chance of winning due to limited resources or limited experience/qualifications. Once a pursuit is approved, it’s time to focus on building a plan that follows the criteria of the RFQ/RFP. Like building a project, the pursuit lifecycle truly depends on the overall team’s efforts and results-based accountability. This section will cover topics such as strategy, content development, and submittal preparation.
Building a successful pursuit team
To be effective, the OPL and Marketing Lead’s initial conversation should include assembling a pursuit team. A few critical roles include:
- OPL
- Marketing Lead
- Operations Support Staff
- Creative Lead
- Peer Reviewer (Marketing & Technical)