In the consultancy sector win rates of 1 in 3 are average. However the reality is many firms are not even getting close to this figure. Research found that over 50% of business developers admitted that if they were in their prospect’s shoes, their own proposals would not persuade them to buy. So how can consulting firms increase their bid win rates?
Experience working with a wide variety of consulting firms has led Shaping Business to conclude that there are five principles of bid management that increase the chances of winning business in what is an increasingly competitive marketplace: