Terms to Know Flashcards
Bidder Comparison Matrix (BCM)
A tool used to analyze the customer’s current perception of your solution compared to competitors. It usually is a weighted score that indicates the customer’s confidence that you can meet their requirements.
Hot Buttons
Singularly important issues or sets of issues that are likely to drive decisions, usually associated with customer buying decisions. Hot-button issues are items that the customer repeatedly discusses and often are problems with a system, software, process, or resources
inhibiting the success of the customer’s organization.
SWOT
The analysis performed by organizations to address competitive positioning and identify the
outcomes needed to develop a compelling proposal response that wins the business. SWOT
emphasizes the internal environment. TOWS emphasizes the external environment.
Win Themes
The components of a proposing organization’s win strategy. A win strategy can be made up of multiple win themes. A win theme must contain a feature, a benefit, and a corresponding proof point. Win themes should be reinforced throughout a proposal.
