Providing the groundwork for successful outcomes with KeyneFORESIGHTS
With increasing competition and rapidly evolving market conditions, winning a complex sales opportunity takes more than responding to an invitation to tender - it needs unparalleled market and client insights to enable you to align your organisational strengths to the needs of the stakeholders that matter. KeyneFORESIGHTS can provide you with this through comprehensive opportunity planning that aids in understanding the issues that are most important to the buyer, to appreciate the strengths of your competition, and to help develop your technical content to reflect the issues most relevant to key decision makers.
What are FORESIGHT Plans?
FORESIGHT Plans are essential in preparing for an upcoming bid. It involves gathering critical insights and understanding the client’s needs, relationships, and pain points that inform the development of winning strategies, often before the opportunity even hits the market. It essentially sets the groundwork for a successful proposal by appreciating the client’s challenges and their past experiences with the services they’re seeking.
Many organisations choose to principally relay on tender documentation, which outlines the required services and expected standards, but often omits the underlying reasons, service history, and context for the opportunity. Many suppliers assume all necessary details are in the documents provided, and most elements are. However, some critical points may be intentionally or inadvertently excluded. Good FORESIGHT Planning ensures that by the time the procurement is officially announced, you already have a deep understanding of the client, positioning you to create a tailored service solution and bid strategy right from the start.
It's important too to note that FORESIGHT Plans are iterative in nature, in that they develop through the lifetime of the procurement lifecycle. As more information comes to light through the tender period, updates to the plan should be made to reflect any additional insights, reflections, or analysis of information. This is particularly useful following contract award, where mobilisation activities benefit from a deeper understanding of the constraints and ambitions for new service models.
Advantages of FORESIGHT Planning
How do you make sure that the proposals you submit are of sufficient quality, properly articulate your organisational capability, and fully take account of embedded risks? For more complex opportunities, this can be challenging and without defined governance gateways, it is possible that your organisation is committing to severe risks or submitting propositions that don't fully articulate the strengths of your service offerings. From red-team reviews, to simulated evaluations, risk workshops, and structured corporate gateway reviews, Keyne can help you introduce systematic processes and reviews to maximise your opportunities for successful outcomes.
