News & Knowledge Center

To Succeed, Deliver What You Promised

Contract failures often trace back to poor performance.

The victory celebration is almost over, and people are starting to say it’s time to get to work on the new contract. All the parties involved have raised their glasses and toasted to the many contributions made by all the players: the business development, capture and proposal teams. All players deserve a share of the glory that accrues to the winner, and yet there is this nagging feeling that we should put away the champagne glasses and begin preparing to perform the newly awarded contract. For the next five years, it is the operations team that has to carry the ball and fulfill all the promises we made in our proposal. Throughout our winning proposal, we made claims about how we would perform the contract if awarded. We bragged about the tools and technology we would use and how we would use those to deliver services that exceed the performance...

Continue reading...