The proposal postmortem checklist.The loss of a proposal opportunity is an excellent chance to learn about a firm's strengths and weaknesses--and those of its competitors. These are some of the postmortem postmortem /post·mor·tem/ (post-mort´im) performed or occurring after death. post·mor·tem adj. Relating to or occurring during the period after death. n. See autopsy. questions firms should ask company management after a proposal loss. They are adapted from Winning Proposals by Kaye Kaye , Danny 1913-1987. American entertainer known for his comedic roles in such motion pictures as Wonder Man (1944) and The Secret Life of Walter Mitty (1946). Vivian Vivian the Lady of the Lake, enchantress and mistress of Merlin. [Br. Lit.: Barnhart, 1118] See : Enchantment , published by the American American, river, 30 mi (48 km) long, rising in N central Calif. in the Sierra Nevada and flowing SW into the Sacramento River at Sacramento. The discovery of gold at Sutter's Mill (see Sutter, John Augustus) along the river in 1848 led to the California gold rush of Institute of CPAs management of an accounting practice committee. They are best asked during a personal visit by someone other than the lead partner who made the proposal. 1. What made you choose the winning firm? 2. Will the winning firm provide any special services or consulting work in addition to the work that was bid on? 3. What were the most important criteria criteria (krītēr´ē  ),n. in your decision? 4. What was the winning fee? 5. How important was the written proposal in the selection process? 6. How would you characterize our interaction with management (frequency, communication style, etc.)? 7. What did other firms do during the process that you found especially worthwhile or helpful? 8. What can we learn from our experience that will help us to do better next time? 9. Would you consider hiring our firm for consulting or other projects? Do you have anything in mind now? |
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