This is the classical failure stage. Everyone assumes they know the client and there is nothing to learn. You will lose a bid if you don’t invest in intelligence beforehand. Too many organisations dive straight into a bid without even doing the most of basic of research which could save them money. To increase your chances of winning you need to carry out some competitive intelligence work to put you ahead of the game.

Good quality intel will help you better understand the customer – their fears, concerns, worries and challenges. It will give you an up- to-date perspective on the competition and the strategies they might use. With this intel you can craft a bid strategy that exceeds the customer’s expectations and differentiates you from your competitors.

The Intelligence Stage is split into: