TArticles tagged with: Maryann Lesnick

Applying an Agile Tool to Make Your Proposal Processes Better

Using lessons learned from each proposal effort to improve our approach the next time

We talk about it in our proposals. We know it works. Agile practitioners take it seriously and are diligent about its use. What is it? It’s the idea of using lessons learned from each proposal effort to improve our approach the next time. In the Agile Scrum world, they call it a Retrospective. APMP best practices suggest that conducting a lessons-learned review on each major bid opportunity is a critical best practice.  APMP suggests that after a proposal is submitted, the proposal team meets to discuss: What went right? What went wrong? What deficiencies can we correct in processes or approach, and what winning processes/methods should we repeat on future opportunities? Lessons learned should be well documented and stored for others to access and reference on future opportunities. I suggest that rather than wait until the proposal is submitted, we have our proposal teams capture lessons learned across the proposal lifecycle. … Continue reading Applying an Agile Tool to Make Your Proposal Processes Better

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Think Positive for Positive Results

Attitude is everything

We’ve all heard the saying about the glass being half empty or half full. Your answer to this question can have profound effects on your proposal group and your bottom line win rate! About 20 years ago, I went through a divorce. It was the worst and most painful experience of my life. I lost two years grieving, feeling like a failure, and sitting on a real pity pot. My glass was completely empty. Thanks to lots of counseling, pastoral support, and the love of friends, I came through that period and learned that I have a choice today – the choice to be happy! And when I am happy, those around me are happy. It has become one of my primary life goals – to be happy. Studies have long shown that not only does success at work lead to individual satisfaction and happiness, but that happiness leads to … Continue reading Think Positive for Positive Results

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Agile proposal management—team values

I was recently asked if I have used agile for proposal management on a bid to the Federal Government. This individual was working on a proposal where the targeted contract provides agile software engineering services for a major Federal Agency’s mission support systems. The individual was considering the application of agile principles to the proposal process itself—a great way to demonstrate corporate commitment to agile philosophies! This is an idea I have considered for almost 4 years but have yet to find the right environment/opportunity to put completely into practice. I am a Certified Scrum Master and work on many bids that involve agile methodologies as part of the solution. I suggest the principles of agile and scrum provide opportunities to improve our processes and the outcome of our proposals—that is, improve our win rates. The Five Scrum Values—applied to proposal management In this and future articles, I’ll explore the … Continue reading Agile proposal management—team values

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Creating a unified corporate focus on winning new business through knowledge management

How difficult is it to collect proof points, metrics, resumes, or past performance related to an opportunity you’re trying to pursue? One way to improve access to your organization’s information assets and improve your win rate is by improving your internal Knowledge Management (KM) system(s). What is KM? Davenport[1] defines KM as “the process of capturing, distributing, and effectively using knowledge.” KM is a key element in successful business development (BD). Effective capture, storage, integration, and analysis of information is essential to understand and defeat your competition, create a winning solution, and represent your company as a capable, best choice for the job. Consider all the information you capture and maintain as a company: ·  Resumes ·  Past performance ·  Metrics ·  Boilerplate ·  Templates ·  Checklists ·  Best practices ·  Success stories and kudos ·  Financial data ·  Certifications and awards ·  Graphics ·  Debriefs ·  Lessons learned ·  … Continue reading Creating a unified corporate focus on winning new business through knowledge management

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