- CUSTOMER SUCCESS
Fair and Appropriate Measurement of Proposal Development
Posted By Kaitlyn Myers | Jan 07, 2016
With Connect 2016 coming up soon, we wanted to share our excitement! We'll be featuring a series of guest blog posts packed with insider tips to get the most from Connect. These posts will highlight the impact customers have experienced from attending the conference, share key takeaways they'll feature in their upcoming speaking sessions, and showcase valuable content to help attendees prepare for Connect 2016.
"Our win rate is, <Insert win rate here>." That’s the response I very often receive when I ask an individual about their proposal development capabilities.
Using the win rate as a basis for measuring the performance of a person developing a proposal is as fair and appropriate as measuring a field goal kicker in a football game on whether or not the game was won or lost. The field goal kicker has a specific task to do and should be measured on how well that task is performed. Likewise, a person developing a proposal has a specific job to do and should be measured on how well they do that job. For the measurement of the performance of a person to be fair and appropriate, the factors affecting the outcome need to be within the individuals’ control.
Fair and appropriate measurement of proposal development requires understanding:
- The factors involved in winning an opportunity
- The role of a Proposal in winning an opportunity
- The various roles and responsibilities of those involved in the development of a proposal
Fair and Appropriate Measurement of Proposal Development http://bit.ly/1ZcnrXW
And it requires a standardized set of criteria, based on currently accepted proposal best practice, against which the person is to be evaluated.
In my session at the upcoming Connect 2016 (Nashville, April 4th-6th), "Beyond Win Rates: Fair and Appropriate Measurement of Proposal Development," we will discuss and explore how to measure the performance of those involved in the development of proposals. You will leave with new insights regarding proposals and with a set of criteria which you can easily apply to appropriately and fairly measure the performance of those involved in proposal development. I hope to see you at Connect in Nashville and in this session.
BJ Lownie, CPP APMP Fellow
Strategic Proposals LLC
Need more convincing? Click here and learn about the customer-lead sessions, hands-on training, and exciting post-conference workshop! Early Bird discount registration has been extended to January 22nd so register soon!