How to Analyze Competitor Proposals to Improve Future Submissions 

Step 1: Collect Competitor Information 

The first step in analyzing competitor proposals is gathering information. There are several ways to do this: 

• Request a Debrief Session: If you lose a Request for Proposals (RFP), request a debrief from the buyer. Many public sector organizations and government bodies offer these sessions, which provide feedback on your submission compared to winning proposals. These debrief sessions can give insight into where you excelled and fell short. 

• Submit a Freedom of Information Request (FOI): Public sector procurement processes allow for FOI requests in some countries including UK, USA, Canada, Australia, and the EU. An FOI request means you can request information about the winning proposal such as scoring details and some elements of the proposal itself. 

• Check Award Notices and Public Databases: Public procurement contracts often have published award notices that list the contract winner and value. Some regions also publish the reasons for selection, which can offer hints about what made the winning proposal stand out. 

• Attend Networking and Industry Events: Talk to peers in the industry to gather insights on proposal trends, competitor strengths, and potential reasons behind contract wins. 

Note: Private sector proposals may not be as transparent. However, you can still gather valuable information through networking or by requesting feedback from the buyer. 

Step 2: Compare Scores and Evaluation Feedback 

Once you have collected information about competitor proposals, it’s time to compare the scores and feedback. Understanding why certain proposals performed better can highlight your strengths and weaknesses. 

• Identify Areas of Improvement: Focus on areas where competitors scored higher. Were their solutions more technically advanced? Did they offer better pricing? Understanding why competitors outperformed you is crucial for refining future proposals. 

• Highlight Strengths: If there were sections where you outperformed the competition, identify why. These sections indicate your company’s key strengths and help you leverage these in future proposals. 

• Note Evaluation Criteria: Understand how different aspects of the proposal were scored. For example, if technical quality had a higher weight than cost, you might need to improve the technical aspects of your proposal. 

Step 3: Identify Competitor Strengths and Strategies 

Analyzing what made a competitor’s proposal successful can help you enhance your future submissions. Look for specific strategies and approaches that were effective. Start by examining competitors’: 

• Technical Solutions: Did the competitor offer innovative approaches or use advanced technology? If so, consider whether you can integrate similar solutions or propose even more cutting-edge techniques. 

• Value Proposition: How did competitors present their value proposition? Did they focus on cost savings, faster implementation, or high-quality service? You can learn from their approach to emphasize similar benefits in your proposals. 

• Supporting Evidence: Evaluate the types of evidence competitors used, such as case studies, certifications, or performance data. Did they provide more comprehensive proof of their capabilities? Strengthen your future proposals by incorporating similar or superior evidence. 

• Unique Selling Points (USPs): Determine what made the competitor stand out. Was it a particular feature or service that they highlighted? Identifying competitors’ USPs can inspire you to refine your own. 

Step 4: Identify Competitor Weaknesses 

Competitor analysis involves learning from the best and identifying where competitors may have fallen short. Weaknesses in their proposals can present opportunities for you to capitalize on. Start by examining: 

• Compliance Issues: If you learn that a competitor did not fully comply with specific requirements, emphasize your compliance with these requirements in future proposals. 

• Incomplete Responses: Some proposals may have lacked detail or failed to answer specific questions. Ensure you go above and beyond to provide thorough responses. 

• Overpricing or Underpricing: Competitors may have priced their solutions too high or too low. Make sure your pricing reflects a balance of competitiveness and quality. 

Step 5: Refine Your Proposal Strategy Based on Insights 

Once you’ve analyzed your competitors’ proposals, it’s time to apply what you’ve learned: 

• Enhance Your Solutions: Use insights about successful technical approaches to upgrade your solutions. This could involve adopting new technologies, improving service delivery, or proposing better methodologies. 

• Rework Your Value Proposition: Emphasize what makes your organization unique. This could involve highlighting cost savings, faster implementation times, or better customer service. 

• Strengthen Supporting Evidence: Back up your claims with more substantial proof. Incorporate more detailed case studies, performance metrics, or endorsements to support your proposal. 

• Adjust Pricing Strategy: Based on competitor pricing, refine your pricing models to remain competitive while still delivering quality. 

Step 6: Use Tools to Facilitate Ongoing Competitor Analysis 

AutogenAI streamlines competitor analysis and integrates findings into your bidding process: 

• Automated Analysis: AutogenAI can help identify trends in feedback and scoring across multiple bids, enabling you to recognize patterns over time. 

• Template Creation: Use AutogenAI to create reusable templates based on winning strategies, ensuring your future proposals consistently address vital requirements. 

• Tracking and Archiving: Record past bid feedback and competitor insights to improve your approach continuously. 

Competitor analysis is an ongoing process that can significantly improve your future bids. By systematically gathering information, identifying strengths and weaknesses, and applying these insights, you can enhance the quality and competitiveness of your proposals. AutogenAI simplifies the process, helping you integrate these lessons into your strategy and secure more contracts. 

Understanding how competitors perform and adapting your approach will enable you to position your company as a top contender in the proposal landscape.