How do I increase my capacity to bid with reducing budget?
Tailoring internal processes to match the pursuit is essential in increasing bid capacity, but insufficient to compete effectively. Firms must also have a clear understanding of the balance between maximizing the probability of win on individual bids and total value of programs pursed to achieve the target ROI for your business.
To what extent do customers’ past buying behaviors influence source selection?
Recent customer buying behaviors are a strong indicator of what they value most when making competitive awards. These behaviors often reflect deep-seated beliefs that are difficult to observe directly. Proposals that resonate with a customer’s narrative can be very powerful.
Should I bring my commercial offerings to the government market?
Regulation and process have made the government customer historically unattractive to commercial companies. Partnerships with traditional government contractors is one way to navigate the system, and new government efforts to reach out to innovative commercial firms might further facilitate adoption of commercial offerings. There are also occasional opportunities when the government may prefer a commercial offering because it offers better value.
What can I do to better defend my customer’s award decision during a protest?
It is too late once a protest has been filed. Helping your customer defend an award decision is best done before the final RFP is everreleased—by helping your customer define clear requirements and evaluation criteria. Proposals should be prepared with the evidence needed for a defensible award decision.
How can I improve the utility of my IMS/EVMS data?
You know your system is working when the project team and management use the information to make both day-to-day, and milestone decisions, not just keep score. Successful program planning and controls integrates cost and schedule principles with technical and other product components. Getting the level of detail right is one of the biggest challenge to effectively implementing IMS/EVMS for decision support.
How do I balance risk across cost/schedule/technical?
A resource loaded IMS integrated with the EVMS and Risk Register are key elements of an effective PP&C system that provides early warning to issues and insights into the drivers of the cost/schedule/technical trends.
How can I control my B&P costs with slipping RFP schedules?
Make effective decisions on what not to do as much as a focusing on what to do. Efficient management of B&P is about having clear investment criteria across the entire portfolio of pursuits and spending smartly on each pursuit.
How do I know when I need to change my strategy to win?
Effective strategies anticipate surprises from customers and competitors. Responding to these surprises requires a strategy that monitors specific signposts and that you can test during the pursuit, and that can evolve.