Republished with permission from the APMP NCA Fall eZine Capture and proposal team leaders face challenges inherent to our business: fluid team composition, multiple concurrent tasks and opportunities, competing demands, changing priorities, and short deadlines. Most companies have a permanent cadre of full -time capture and proposal professionals supplemented by Subject Matter Experts (SMEs), consultants, and other specialists (contracts, pricing, Human Resources) for specific efforts. The fluid nature of capture and proposal teams creates challenges and opportunities for the team leader. To be successful, team leaders must understand the difference between teamwork and teaming. What’s the Difference? According to Harvard Business Review (HBR), teamwork is about stable teams of people who have learned to work together over time, for example, a Proposal Operations group. Teaming is “teamwork on the fly”: when we “gather experts in temporary groups to solve problems they’re encountering for the first and perhaps only time.” When … Continue reading Leading Teams on the Fly
Achieving a consistently high proposal win rate requires a highly capable bid and proposal team, in addition to a strong business ecosystem consisting of contracts, finance, human resources, recruiting, technical and project management, communications, partners, and suppliers. If one or more of the components of the ecosystem is weak, your bid can fail. For example, your proposal might fail if your pricing department is unable to produce a cost competitive proposal, recruiters are unable to identify highly qualified key personnel, or project managers do not receive good customer references. A consistent win rate requires all components of the business to work in harmony. Consider using this check list to determine how well the business units within your company work together to support winning bids. Executives Are executives able to guide the pipeline so only bids with a significant win rates are pursued? Do executives invest time and money in market … Continue reading How strong is your business ecosystem?
Download Are you happy with 50 percent? Lisa Pafe, APMP Bid & Proposal Con 2014 presentation Are you happy with 50 percent? That’s what Don Draper of Mad Men asked his creative team when their win rate declined and motivation lagged. Research shows contractor proposal win rates are typically in the 30-50 percent range. Often, as Capture or Proposal Manager, we sense that our team’s productivity level is at 30-50 percent as well. This presentation challenges us to think outside the box to better manage our bid and proposal (B&P) teams, resulting not only in productivity gains but also increased win rates. Lisa applies organizational theory and lessons learned for greater effectiveness and focuses on innovative solutions to team productivity issues such as low morale, poor quality work, bad decisions, conflicts and non-compliance. Just like Don Draper, we can expect more and get more from our B&P teams.