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Quinn · Capture Command Center

Bid Intelligence

Should we pursue? Can we win? What must change? Quinn turns every RFP into a structured pursuit workspace.
1 active pursuit · 3 in triage
Active Pursuit · AI Executive Brief

Metro Health System — Salesforce Health Cloud Modernization

Metro Health System (Non-profit IDN, 14 hospitals) · RFP-2026-041 · Released Feb 3, 2026
Submission Due
Mar 14, 2026 · 5:00 PM CT
32 days remaining

Replace fragmented patient-engagement stack with Salesforce Health Cloud + Data Cloud + Marketing Cloud. Requires SI partner with healthcare depth, HIPAA-ready delivery, and blended onshore/offshore model. Incumbent (Deloitte Digital) is defending; Metro leadership is actively seeking a challenger with faster velocity and lower TCO.

Pursue with Conditions
Winnable if we close 3 gaps in the next 10 days

Strong ICP + revenue fit. Incumbent is vulnerable. Two hard requirements (HITRUST + named healthcare references) currently block a clean bid. Recommend teaming with a healthcare-specialist SI and fast-tracking HITRUST attestation letter.

Pursuit Score
62
→ 84 potential
Win Probability
28%
→ 58% potential
Strategic Fit
82
Delivery Fit
71
Deal value
$6.8M — $9.2M · 3-year program
Channel
Public RFP · SFDC influenced
RFP length
87 pages · analyzed
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What Quinn extracts
  • Executive summary + pursuit recommendation
  • Pursuit score + current & potential win probability
  • Disqualifiers, compliance, and required certifications
  • Offshore / onshore delivery rules and staffing strategy
  • Gap analysis with owner, due date, and score impact
  • Partner and teaming recommendations
  • How We Win capture strategy
  • Compliance checklist + submission timeline
Pursuit Scorecard

Where we stand — and where we could stand

Pursuit Score
62
potential 84
Close the gap by executing the recommended plan.
Win Probability
28%
potential 58%
Close the gap by executing the recommended plan.
Recommendation
Pursue with Conditions

Winnable if we close 3 gaps in the next 10 days

PursuePursue with ConditionsLow PriorityDo Not Pursue
Score factors
ICP Fit92
Revenue Potential88
Strategic Value84
Salesforce Influence78
Relationship Strength46
Incumbent Risk52
Competitive Position58
Delivery Fit71
Required Certifications38
Onshore / Offshore Fit64
Timeline Feasibility74
Resource Capacity68
Proposal Effort55
Win Probability28
Return on Pursuit72
Disqualifier detection

Hard requirements, soft signals, and where we stand

HIPAA compliance
Aress HIPAA program in place · BAA template ready
SOC 2 Type II
Current attestation dated Nov 2025
HITRUST CSF certification
Attestation letter needed by Mar 10 · certified partner alternative available
Three healthcare IDN references
We have 2 · Partner can contribute 3rd
US-based project lead
Priya Rao (Dallas) confirmed
Offshore blend allowed up to 60%
Matches Aress standard delivery model
Minority-owned business status
Not required · scoring preference only (+3 pts)
$5M professional liability insurance
Current coverage $10M
Major SI teaming (Big 4 or equiv.)
Preferred, not mandatory · teaming boosts score
FedRAMP High
Not applicable — commercial IDN
Offshore resource analysis

Delivery model the RFP allows — and how Aress fits

Offshore allowed · Yes
Max offshore
60%
Onshore minimum
40%
Citizenship
Not required
Delivery risk
Low
Stateside: Project lead + solution architect must be US-based
On-site: No on-site requirement · quarterly on-site QBRs expected
Quinn's staffing strategy

Blended pod model: 3 US-based leads (PM, SA, HL7 SME) + 12 offshore engineers in India. Meets 40/60 rule with 5-point buffer. Partner cost profile 38% below onshore-only bid.

US leads
3
Offshore engineers
12
Cost advantage
38%
Gap intelligence

Close these to move from 62 → 84 pursuit score

HITRUST attestation missing
-18 ptsIn Progress
Metro's Chief Compliance Officer flagged this as mandatory in Section 4.2.
Sanjay Mehta · CISO
Due Mar 10, 2026
Quinn's fix
Request 90-day HITRUST attestation letter from Coalfire · already in Aress backlog · fast-track approval
Only 2 of 3 required healthcare IDN references
-12 ptsOpen
RFP scoring: 15 points allocated to reference relevance.
Priya Rao · Pursuit Lead
Due Feb 24, 2026
Quinn's fix
Team with Aventis Health Partners — brings CommonSpirit and Ascension references
No prior relationship with Metro CIO
-10 ptsOpen
Metro's evaluation weights 'strategic partnership' at 10 points; incumbent has 4-year history.
Rahul Shah · CEO
Due Feb 19, 2026
Quinn's fix
SFDC RVP David Chen has warm relationship — request exec intro to Metro CIO Dr. Alison Park
Weak Marketing Cloud proof points
-6 ptsOpen
Section 6 requires 2 patient-outreach case studies at IDN scale.
Marketing
Due Mar 2, 2026
Quinn's fix
Repackage Baptist Health engagement + partner-contributed CommonSpirit case
Teaming recommendations

Partners who close specific gaps and lift win probability

Aventis Health Partners
+14 pts pursuit score · adds 2 IDN references
Healthcare SI · 40 HL7/FHIR engineers · IDN specialist
RelationshipWarm — prior joint bid at Baptist Health (2024)
ContactKaren Whitfield, VP Alliances
Intro pathDirect email · Priya has active thread
Coalfire
+18 pts · unblocks HITRUST requirement
HITRUST assessor · fast-track attestation program
RelationshipExisting MSA · used for SOC 2
ContactMarcus Halloway, Healthcare Practice Lead
Intro pathDirect — call scheduled Feb 12
Slalom Healthcare
+6 pts · strengthens adoption story
Change management + clinical adoption expertise
RelationshipCool — one intro from SFDC AE
ContactAngela Ruiz, Managing Director
Intro pathSFDC AE Jake Morrison to broker intro
Perficient Health
+4 pts · risk mitigation if Aventis passes
Onshore capacity backup · Marketing Cloud depth
RelationshipNeutral — competitor on some bids
ContactDerek Bailey, Alliances
Intro pathCold — LinkedIn intro via Amanda Kim
How We Win

Capture strategy from Quinn — the moves that flip the deal

Positioning

The challenger who delivers Health Cloud in half the time at 40% lower TCO — with a healthcare partner bench Deloitte can't match.

Executive message

"Metro deserves a partner who moves at the speed of clinical urgency. Aress and Aventis will stand up your Patient 360 in 90 days and hand you a defensible cost baseline the board will thank you for."

Win themes
  • Speed to value: 90-day patient-360 milestone vs incumbent's 6-month
  • Blended delivery that respects HIPAA + drives 38% cost advantage
  • Executive accountability: CEO-sponsored governance model
Differentiators
  • Aress + Aventis joint capture team
  • Reusable HL7/FHIR integration accelerators (14 pre-built)
  • Salesforce-endorsed Data Cloud reference architecture
Proof points
  • Baptist Health — 340K patients onboarded in 11 weeks
  • CommonSpirit (Aventis) — Marketing Cloud outreach at 2.3M members
  • Regional IDN — Data Cloud unified 9 EHRs in 6 months
Pricing

Fixed-fee Phase 1 ($1.6M) with T&M expansion pool · 8% risk-share against adoption metric

Staffing

3 US leads + 12 offshore engineers + 4 Aventis clinical SMEs · named team submitted with proposal

Orals strategy

Rahul + Priya + Karen (Aventis) · demo-led with live Data Cloud walkthrough · Metro CIO in the room

Compliance checklist

Everything the RFP requires — with owner, due date, and risk

Item
Owner
Due
Status
Risk
Technical proposal (Vol 1)
Priya Rao
Mar 10
In Progress
Medium
Pricing workbook (Vol 2)
Sanjay Mehta
Mar 12
Not Started
High
Executive summary
Rahul Shah
Mar 11
Draft
Low
Staffing plan + resumes
Amanda Kim
Mar 8
In Progress
Medium
3 healthcare IDN references
Priya Rao
Feb 24
Blocked
High
HITRUST attestation letter
Sanjay Mehta
Mar 10
Blocked
High
SOC 2 Type II report
Sanjay Mehta
Ready
Ready
Low
$5M PL insurance certificate
Legal
Ready
Ready
Low
Signed teaming agreement (Aventis)
Legal
Mar 5
In Progress
Medium
Diversity self-certification form
HR
Mar 10
Not Started
Low
Vendor portal submission (SciQuest)
Priya Rao
Mar 14 · 5 PM CT
Not Started
Medium
Signature pages + attachments
Rahul Shah
Mar 14 · noon
Not Started
Low
Key dates & timeline

Pursuit calendar with owners and reminders

  1. Intent to bid
    Feb 12
  2. Pre-bid conference
    Feb 18
  3. Questions due
    Feb 24
  4. Q&A responses released
    Mar 3
  5. Executive review · Aress internal
    Mar 10
  6. Pricing lockdown
    Mar 12
  7. Proposal submission (5:00 PM CT)
    Mar 14
  8. Shortlist announced
    Mar 28
  9. Orals / demo day
    Apr 8
  10. Award decision
    Apr 22
  11. Contract start
    Jun 1
Proposal workspace

Team, roles, and current status

Pursuit Owner
Priya Rao
Active
Executive Sponsor
Rahul Shah (CEO)
Active
Proposal Manager
Amanda Kim
Active
Technical Lead
Vikram Iyer
Active
Pricing Owner
Sanjay Mehta
Needs review
Delivery Lead
Karen Whitfield (Aventis)
Confirmed
Legal / Security
Erin Callahan
Active
Partner Owner
Priya Rao
Active
Overall status
On track · with risks
Completion
41%
Active blockers
2
Missing before we submit

Items that would fail the bid if left open

HITRUST attestation letter
Blocker
Third healthcare IDN reference
Blocker
Executive summary — final CEO sign-off
High
Signed Aventis teaming agreement
High
Marketing Cloud case study #2
Medium
Pricing workbook — Phase 2 T&M rates
Medium
Portal submission dry-run
Medium
Submission readiness

17% ready — 10 items still open

Overall readiness17%
2
Ready
3
In Progress
1
Draft
2
Blocked
4
Not Started
Capture readiness

Were we in early enough to actually win this?

Relationship established before RFP
Introduced 3 weeks before release
Salesforce AE engaged
Jake Morrison — active
Executive sponsor identified
Metro CIO Dr. Alison Park
Discovery completed
1 of 3 planned sessions
Customer pain confirmed
Patient engagement fragmentation
Incumbent known
Deloitte Digital · 4-year contract
Budget confirmed
$7.5M approved · board-level
Decision criteria known
Section 7 clear · scoring rubric estimated
Partner strategy defined
Aventis primary · Coalfire compliance
Quinn coaching

Capture score is 55. Two discovery sessions were skipped and the CEO relationship was only 3 weeks old at RFP release. Recommendation: run a rapid discovery + orals rehearsal week of Mar 24 to close positioning gaps before shortlist.

Lessons learned

Every outcome makes Quinn's next Hunt + Bid smarter

Won
7
Last 4 quarters
Lost
4
Top reason: incumbent advantage
No Decision
2
Both stalled at Metro tier
Withdrawn
1
Disqualified: FedRAMP High
Top loss drivers · trailing 12 months
Weak relationship at CxO level32%
Incumbent advantage24%
Missing capability / certification18%
Price12%
Late entry (post-RFP)8%
Partner gap6%
Quinn insight: 56% of losses trace to weak relationships or late entry. Hunt is now weighting relationship signal 1.4× higher when surfacing new pursuits.