View
1
Download
0
Category
Preview:
Citation preview
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 1
October 23, 2017
Metrics That Matter
Shaping Future Success
Shaping Future Success
David M. Stearman
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 2
What’s Your Win Rate?
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 3
A Heresy
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 4
Win Rate is a meaningless metric for evaluating proposal professionals.
A Heresy
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 5
• Proposals are team efforts, not solo endeavors.
Why “Win Rate” Is Inappropriate
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 6
• Proposals are team efforts, not solo endeavors.
• Proposal managers don’t have control over the outcome.
Why “Win Rate” Is Inappropriate
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 7
• Proposals are team efforts, not solo endeavors.
• Proposal managers don’t have control over the outcome.
• Proposals don’t win (or lose); strategies do.
Why “Win Rate” Is Inappropriate
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 8
Proposals Are Team Efforts
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 9
Proposals Are Team Efforts
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 10
Proposals Are Team Efforts
• Business Development Lead
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 11
Proposals Are Team Efforts
• Business Development Lead• Capture Lead
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 12
Proposals Are Team Efforts
• Business Development Lead• Capture Lead• Solution Architect
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 13
Proposals Are Team Efforts
• Business Development Lead• Capture Lead• Solution Architect• Pricing Strategist
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 14
Proposals Are Team Efforts
• Business Development Lead• Capture Lead• Solution Architect• Pricing Strategist• Technical SMEs
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 15
Proposals Are Team Efforts
• Business Development Lead• Capture Lead• Solution Architect• Pricing Strategist• Technical SMEs• Key Personnel
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 16
Proposals Are Team Efforts
• Business Development Lead• Capture Lead• Solution Architect• Pricing Strategist• Technical SMEs• Key Personnel• Program Managers
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 17
Proposals Are Team Efforts
• Business Development Lead• Capture Lead• Solution Architect• Pricing Strategist• Technical SMEs• Key Personnel• Program Managers• Teammates
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 18
Proposal Managers Don’t Control the Outcome
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 19
Proposal Managers Don’t Control the Outcome
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 20
• Customer-Related Factors
Proposal Managers Don’t Control the Outcome
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 21
• Customer-Related Factors• Positioning
Proposal Managers Don’t Control the Outcome
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 22
• Customer-Related Factors• Positioning• Competitors
Proposal Managers Don’t Control the Outcome
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 23
• Customer-Related Factors• Positioning• Competitors• Past Performance
Proposal Managers Don’t Control the Outcome
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 24
• Customer-Related Factors• Positioning• Competitors• Past Performance• Pricing Strategy
Proposal Managers Don’t Control the Outcome
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 25
Proposals Don’t Win! (or lose)
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 26
• A proposal is an artifact—the tangible expression of a specific offer.
Proposals Don’t Win! (or lose)
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 27
• A proposal is an artifact—the tangible expression of a specific offer.
• Each offer is based on a strategy; winning results from the strategy, not the artifact.
Proposals Don’t Win! (or lose)
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 28
• A proposal is an artifact—the tangible expression of a specific offer.
• Each offer is based on a strategy; winning results from the strategy, not the artifact.
• Strategy is founded on:• Relationships• Solutions• Value• Proof
Proposals Don’t Win! (or lose)
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 29
Win Rate Is Just One Measure
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 30
Win Rate Is Statistically Insignificant
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 31
Win Rate Can Be Misleading
Opportunity A B
1 Win Loss
2 Win Loss
3 Win Loss
4 Win Loss
5 Win Loss
6 Win Loss
7 Win Loss
8 Win Loss
9 Win Loss
10 Loss Win
Win Rate 90% 10%
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 32
The Missing Data
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 33
The Missing Data
Opportunity Value A B1 $1M Win Loss
2 $1M Win Loss
3 $1M Win Loss
4 $1M Win Loss
5 $1M Win Loss
6 $1M Win Loss
7 $1M Win Loss
8 $1M Win Loss
9 $1M Win Loss
10 $100M Loss Win
Win Rate 90% 10%
Dollars Captured $9M/$109M $100M/$109M
Capture Rate 8.25% 91.75%
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 34
Another Metric: Utilization Rate
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 35
Utilization Rate Also Is Problematic
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 36
• Proposal managers typically do not have control over their own utilization rate
Utilization Rate Also Is Problematic
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 37
• Proposal managers typically do not have control over their own utilization rate
• High utilization rates may indicate that a proposal manager is overworked—or inefficient
Utilization Rate Also Is Problematic
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 38
Which Metrics Matter?
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 39
• Metrics that matter measure something over which the proposal manager has substantial control.
Which Metrics Matter?
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 40
• Metrics that matter measure something over which the proposal manager has substantial control.
• Metrics that matter measure something that reflects the proposal manager’s actual effectiveness.
Which Metrics Matter?
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 41
• Metrics that matter measure something over which the proposal manager has substantial control.
• Metrics that matter measure something that reflects the proposal manager’s actual effectiveness.
• Metrics that matter are narrowly focused.
Which Metrics Matter?
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 42
• Metrics that matter measure something over which the proposal manager has substantial control.
• Metrics that matter measure something that reflects the proposal manager’s actual effectiveness.
• Metrics that matter are narrowly focused.• Metrics that matter set attainable goals.
Which Metrics Matter?
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 43
SMART Goals
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 44
• Specific
SMART Goals
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 45
• Specific• Measurable
SMART Goals
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 46
• Specific• Measurable• Attainable
SMART Goals
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 47
• Specific• Measurable• Attainable• Relevant
SMART Goals
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 48
• Specific• Measurable• Achievable• Relevant• Time-Based
SMART Goals
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 49
SMART Metrics
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 50
• On-time delivery
SMART Metrics
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 51
• On-time delivery• Compliance
SMART Metrics
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 52
• On-time delivery• Compliance• “Technically Acceptable” /
“Good” or better
SMART Metrics
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 53
• On-time delivery• Compliance• “Technically Acceptable” /
“Good” or better• Competitive range /
low price
SMART Metrics
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 54
• On-time delivery• Compliance• “Technically Acceptable” /
“Good” or better• Competitive range /
low price• B&P burn
SMART Metrics
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 55
“Soft” Skills
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 56
• Leadership
“Soft” Skills
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 57
• Leadership • Communication
“Soft” Skills
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 58
• Leadership • Communication• Collaboration
“Soft” Skills
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 59
• Leadership • Communication• Collaboration• Strategic Thinking
“Soft” Skills
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 60
• Leadership • Communication• Collaboration• Strategic Thinking• Adaptability
“Soft” Skills
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 61
• Leadership • Communication• Collaboration• Strategic Thinking• Adaptability• Etc.
“Soft” Skills
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 62
“Soft” Metrics: Leadership
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 63
• Have you mentored other proposal professionals?
“Soft” Metrics: Leadership
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 64
• Have you mentored other proposal professionals?
• Have members of your teams offered positive feedback about your leadership?
“Soft” Metrics: Leadership
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 65
• Have you mentored other proposal professionals?
• Have members of your teams offered positive feedback about your leadership?
• Have you taken any leadership development workshops/seminars?
“Soft” Metrics: Leadership
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 66
“Soft” Metrics: Communication
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 67
• Have you experienced any communication issues with members of your team(s)? If so, how did you resolve them?
“Soft” Metrics: Communication
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 68
• Have you experienced any communication issues with members of your team(s)? If so, how did you resolve them?
• What training(s) have you taken to improve your communication skills?
“Soft” Metrics: Communication
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 69
“Soft” Metrics: Collaboration
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 70
• Can you cite specific examples of when you have worked to improve collaboration—either within your team, across departments within your organization, or externally with teammates, vendors, or customers?
“Soft” Metrics: Collaboration
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 71
“Soft” Metrics: Strategic Thinking
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 72
• How have you contributed to the Capture strategy or solution development for bids on which you worked (or even those on which you didn’t)?
“Soft” Metrics: Strategic Thinking
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 73
• How have you contributed to the Capture strategy or solution development for bids on which you worked (or even those on which you didn’t)?
• Can you cite other examples of strategic contributions you have made to your organization?
“Soft” Metrics: Strategic Thinking
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 74
“Soft” Metrics: Adaptability
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 75
• How many different types of bids have you participated in?
“Soft” Metrics: Adaptability
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 76
• How many different types of bids have you participated in?
• Can you cite examples of when you have had to make significant changes to the schedule, outline, or content of a bid, and how you handled those situation?
“Soft” Metrics: Adaptability
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 77
“Soft” Metrics: Your Suggestions
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 78
Questions?
Sponsored by Georgia, Florida, and Carolinas APMP ChaptersSPAC 2017 79
David M. StearmanProposal Strategy and Development Consulting LLCwww.proposal-strategy-consulting.com703-642-2465dstearman@proposal-strategy-consulting.com
Thank You!
Recommended