P-Win

P-WIN FIRST 5 RFPS

Going after an RFP is a serious commitment of time and resources so most people don’t want to invest in RFPs that are low value, so to make sure that you are spending time on high-value opportunities it is common to do a P-Win (the Percent chance you will win). Computing P-Win is a real art that takes a lot of experience to master but the good news is that for the first half dozen-ish RFPs I don’t think you need to do a P-Win. And here’s why:

There is huge value in building your RFP library: To respond quickly and efficiently to RFPs requires a deep library of existing proposal content and the best way to build it is to reply to RFPs, so you get that value whether you win or lose (e.g. your P-Win for getting that value is 100%)

There is huge value in building relationships with other companies and the government: There is no better way to build relationships than going after work together, so go and bid, and as with the Library you have a 100% chance of getting this value

So with this in mind I suggest ignoring “P-Win” for your first RFPs and instead ask 1) Is the RFP’s topic something that is core to your business 2) Are the people on the bid team people you’d like to work within the future 3) Is the government customer someone you’d expect to work within the future. And so long as most of the answers are yes, go after the work

The ``P-Win`` steps for your first few RFP

1) Is the topic of the RFP/your parts of the RFP one of your core products or services:

2) Are you likely to work with the members of this bid team or government customer again:

3) Find the box in the chart below and make a call on whether you want to go after the RFP or not

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