News & Knowledge Center
Articles tagged with: gate review
6 quick fixes that will improve your company’s win rate
This article was originally published April 23, 2012 in WashingtonTechnology.com.
We’re frequently asked how to improve a company’s overall win rate, and I outlined these in the article I wrote in my January 2012 column “How to Raise Your Win Rate by 20 percent” using our seven-factor model. Since then, we’ve been surveying companies to see how well they perform in these seven factors and to identify areas where companies can make immediate improvements.
In this article, I’ll share some of the survey results…
7 Proven factors to raise your company’s win rate (survey results)
By Bob Lohfeld
These survey results (7 Proven Factors to Raise You Company’s Win Rate (Survey Results) March 2012-Lohfeld Consulting Group) show how proposal managers from 36 companies rated their individual company’s performance in the 28 factors that we use to predict a company’s overall win rate. You can see from the survey that there is room for improvement in all of the areas surveyed. Areas where most companies need immediate improvement are:
- Capture and Proposal Training – this training is only provided by 52%…
From Gate Review to War Council: Strategic Advance
A war council is held to decide on a course of action when matters of great importance must be decided, consensus must be reached, or when a leader is unsure of his position. In capture and proposal efforts, teams battle to gain insight into opportunities. Gate reviews should be treated as war councils that examine critical decisions and build information from one review to the next to develop a complete picture of the opportunity. Many teams do not achieve this level of discussion, nor do they thoroughly examine what they do and don’t know, where and how to gather…
Integrating the Capture and Proposal Management Processes in Business Development
Get more insights from the Lohfeld Consulting Group team every month – click to…
