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 questions firms should ask company management after a proposal loss. They are adapted from Winning Proposals by Kaye Vivian, published by the American 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 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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|Publication:||Journal of Accountancy|
|Date:||Jun 1, 1993|
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