Knowing the prospect’s business and having a solid understanding of their requirements is key to the creation of a great solution as well as contributing to a strong relationship based on trust.
You only get there with thorough investigation of as many aspects as possible, using desk-top review, deep-dive interviews and good quality documentation of all your findings.
How do you do this currently?
How many of your solutions provoke an ‘unexpected’ question because they didn’t meet the requirements?
How do you utilise peer review to ensure that you have a workable solution?
Our team has significant experience of this and can recommend essential areas to investigate as well as ways to capture and store the research materials that you accumulate during a bid process.