Gains:
- Can explain why bid tracking requires registration
- Can use the information value of the lost bid
- Can support price and coverage decisions with historical data
Every bid placed is a data point: did it win, if lost, why. If this record is not kept, the company will make the same mistake over and over again.
What will be recorded
- Offer number, date, customer, country.
- Capacity, flour type, scope summary.
- Price and currency given.
- Result: won / lost / pending.
- If lost, reason: price, delivery time, technical deficiency, reference, financing.
Value of analysis
"Why are we losing money in projects over 500 tons in Central Asia?" The question can be answered if there is a record. Is it price, delivery time, lack of local references — the answer changes the strategy.
This analysis is also input for artificial intelligence: common features of past won offers indicate which points should be emphasized in the new offer.
Writing down the reason for the lost bid is more valuable than recording the won bid. Winning relaxes you; Losing teaches — but only if you write.