Are Win Rates Really an Appropriate Measure of Success?

Are Win Rates Really an Appropriate Measure of Success?

Many government contractors track win rates. Many consulting / proposal firms laud their ability to help clients achieve impressive win rates.

But – do win rates matter? Continue reading “Are Win Rates Really an Appropriate Measure of Success?” »

A Proposal Manager’s Scarcest Resource

A Proposal Manager’s Scarcest Resource

Managing multiple and conflicting job requirements are the daily normal for a business striving to stand out above its competition and consistently win. The hunger to succeed becomes the driving force to do more and more and more. We are now in the Government’s fiscal year fourth quarter – the most intense for publishing requirements and thus the busiest for contractor’s preparing proposals. Continue reading “A Proposal Manager’s Scarcest Resource” »

The Value of Government Debriefs

The Value of Government Debriefs

I was in a meeting with a client the other day.  A heated discussion developed around a particular feature in their latest product and how we should design it for the user. No one around the table had a good answer. I remembered that a recent contract debrief from the Government addressed that very issue. Once we reviewed the debrief, we knew which path to take.

Has this ever happened to you? Please share your experiences.