TArticles tagged with: increase win probability

5 strategies to get your team performing…and winning

Productivity is getting maximum results for time and effort expended. For business development, capture, and proposal professionals, maximum results provide a greater number of qualified bids and/or bid-related activities, increased quality, and decreased error (non-compliance)—all resulting in more wins. Yet most companies are content with a win rate of no more than 50%. On one of my favorite Mad Men episodes, aptly named Commissions and Fees, Don Draper says “You’re happy with 50%? …I won’t settle for 50% of anything. I want 100%.” Clearly, we can’t achieve a 100% win rate except perhaps in our dreams, but we can expect and demand 100% productivity. Everyone is facing tight budgets and more and more competition. We simply cannot afford unproductive teams that decrease our win probability, waste time and money, and result in proposal losses. Educator and psychologist Bruce Tuckman defined the 5 stages that all teams experience: Forming, Storming, Norming. … Continue reading 5 strategies to get your team performing…and winning

Continue reading...