A knowledge based system for competitive bidding

The paper describes how Short Brothers plc has enhanced its bid preparation process through the introduction of knowledge based system (KBS) technology. Each year the company receives a number of requests for proposals inviting it to compete for offered business via a competitive bid. Owing to the high cost of bidding, enquiries are evaluated and filtered by a Bid/No Bid committee. The Bid/No Bid committee consists of a cross functional group of senior managers whose purpose it is to discuss the implications of pursuing a particular enquiry and ultimately to recommend appropriate action concerning whether or not to bid. This decision making process has been emulated through the use of a KBS. The system was designed to capture the organisation´s consensual business perspective regarding this key decision. The user (typically the new business manager) is interrogated on the criteria which influence the bid/no bid decision. Based on the user´s responses, the system provides a recommendation concerning the attractiveness of the bid opportunity. This recommendation is based on rules and weights derived from previous bids and the expertise of several managers. Explanation and reporting capabilities are included as well as interfaces to other company systems. The paper focuses on the design and development of the system and its introduction to the company´s procedures