Why is it that some companies grow prosperous on the fruits of their success at winning major bids while others think themselves lucky to garner a few crumbs from the feast? Just why is that some companies consistently win more major bids than others? What do they do that makes them so successful?
Senior marketing and sales managers have long sought answers to these questions, often with little success. Not surprisingly, the most effective bid winners efer to draw a veil over those factors that make them successful.
But research has pulled the veil aside and provides a glimpse of the critical success factors in winning major bids.