Post on 08-Jul-2020
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?
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A Heresy
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Win Rate is a meaningless metric for evaluating proposal professionals.
A Heresy
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• Proposals are team efforts, not solo endeavors.
Why “Win Rate” Is Inappropriate
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• Proposals are team efforts, not solo endeavors.
• Proposal managers don’t have control over the outcome.
Why “Win Rate” Is Inappropriate
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• 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
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Proposals Are Team Efforts
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Proposals Are Team Efforts
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Proposals Are Team Efforts
• Business Development Lead
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Proposals Are Team Efforts
• Business Development Lead• Capture Lead
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Proposals Are Team Efforts
• Business Development Lead• Capture Lead• Solution Architect
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Proposals Are Team Efforts
• Business Development Lead• Capture Lead• Solution Architect• Pricing Strategist
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Proposals Are Team Efforts
• Business Development Lead• Capture Lead• Solution Architect• Pricing Strategist• Technical SMEs
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Proposals Are Team Efforts
• Business Development Lead• Capture Lead• Solution Architect• Pricing Strategist• Technical SMEs• Key Personnel
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Proposals Are Team Efforts
• Business Development Lead• Capture Lead• Solution Architect• Pricing Strategist• Technical SMEs• Key Personnel• Program Managers
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Proposals Are Team Efforts
• Business Development Lead• Capture Lead• Solution Architect• Pricing Strategist• Technical SMEs• Key Personnel• Program Managers• Teammates
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Proposal Managers Don’t Control the Outcome
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Proposal Managers Don’t Control the Outcome
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• Customer-Related Factors
Proposal Managers Don’t Control the Outcome
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• Customer-Related Factors• Positioning
Proposal Managers Don’t Control the Outcome
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• Customer-Related Factors• Positioning• Competitors
Proposal Managers Don’t Control the Outcome
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• Customer-Related Factors• Positioning• Competitors• Past Performance
Proposal Managers Don’t Control the Outcome
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• Customer-Related Factors• Positioning• Competitors• Past Performance• Pricing Strategy
Proposal Managers Don’t Control the Outcome
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Proposals Don’t Win! (or lose)
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• A proposal is an artifact—the tangible expression of a specific offer.
Proposals Don’t Win! (or lose)
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• 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)
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• 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)
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Win Rate Is Just One Measure
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Win Rate Is Statistically Insignificant
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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%
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The Missing Data
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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%
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Another Metric: Utilization Rate
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Utilization Rate Also Is Problematic
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• Proposal managers typically do not have control over their own utilization rate
Utilization Rate Also Is Problematic
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• 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
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Which Metrics Matter?
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• Metrics that matter measure something over which the proposal manager has substantial control.
Which Metrics Matter?
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• 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?
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• 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?
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• 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?
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SMART Goals
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• Specific
SMART Goals
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• Specific• Measurable
SMART Goals
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• Specific• Measurable• Attainable
SMART Goals
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• Specific• Measurable• Attainable• Relevant
SMART Goals
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• Specific• Measurable• Achievable• Relevant• Time-Based
SMART Goals
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SMART Metrics
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• On-time delivery
SMART Metrics
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• On-time delivery• Compliance
SMART Metrics
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• On-time delivery• Compliance• “Technically Acceptable” /
“Good” or better
SMART Metrics
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• On-time delivery• Compliance• “Technically Acceptable” /
“Good” or better• Competitive range /
low price
SMART Metrics
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• On-time delivery• Compliance• “Technically Acceptable” /
“Good” or better• Competitive range /
low price• B&P burn
SMART Metrics
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“Soft” Skills
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• Leadership
“Soft” Skills
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• Leadership • Communication
“Soft” Skills
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• Leadership • Communication• Collaboration
“Soft” Skills
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• Leadership • Communication• Collaboration• Strategic Thinking
“Soft” Skills
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• Leadership • Communication• Collaboration• Strategic Thinking• Adaptability
“Soft” Skills
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• Leadership • Communication• Collaboration• Strategic Thinking• Adaptability• Etc.
“Soft” Skills
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“Soft” Metrics: Leadership
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• Have you mentored other proposal professionals?
“Soft” Metrics: Leadership
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• Have you mentored other proposal professionals?
• Have members of your teams offered positive feedback about your leadership?
“Soft” Metrics: Leadership
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• 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
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“Soft” Metrics: Communication
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• Have you experienced any communication issues with members of your team(s)? If so, how did you resolve them?
“Soft” Metrics: Communication
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• 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
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“Soft” Metrics: Collaboration
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• 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
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“Soft” Metrics: Strategic Thinking
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• 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
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• 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
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“Soft” Metrics: Adaptability
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• How many different types of bids have you participated in?
“Soft” Metrics: Adaptability
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• 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
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“Soft” Metrics: Your Suggestions
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Questions?
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David M. StearmanProposal Strategy and Development Consulting LLCwww.proposal-strategy-consulting.com703-642-2465dstearman@proposal-strategy-consulting.com
Thank You!