Gate Decisions

Question 1

These are critical in making effective decisions on

whether to compete for business and can help organizations increase their win probability.

Answer 1

Gate Decisions

Question 2

The decision that confirms that the identified

market segment is aligned with the goals in your strategic plan.

Answer 2

Market entry decision

Question 3

An early milestone to determine whether an opportunity matches your organization’s basic interests and is worth the additional resources required to do a more detailed assessment.

Answer 3

Opportunity qualification decision

Question 4

Generally the first decision milestone to verify
that the opportunity fits your strategic direction and capability. This decision often approves the funds to initiate early opportunity planning activities.

Answer 4

Bid pursuit decision

Question 5

A milestone after the opportunity plan is substantially complete. It validates that you are properly positioned
to win based on the opportunity plan.

Answer 5

Bid/No-bid decision

Question 6

A decision milestone after the customer releases an RFP to address obstacles to winning that were identified in the opportunity plan.

Answer 6

Bid validation decision

Question 7

is the final business case/senior management
review. It helps to determine whether to submit the proposal prepared, considering the anticipated financial reward and level of risk.

Answer 7

Final review