Join us in November for our next exciting webinar, Missing Measurements of Competitive Procurements presented by Peter Lierni and Scott Donaldson of Solutioneering, LLC. Attendees will learn how to design and apply performance measurements (leading versus lagging indicators) within the context of the Solution Engineering Framework™ for engineering winning proposal solutions. Performance measurement helps decrease risk throughout the competitive procurement lifecycle while increasing probability of winning competitive procurements.
Recompete Readiness Index (RRI) ─ How well are you prepared to win a recompete of an existing customer contract?
Pipeline Opportunity Selection Index (POSI) ─ Does the opportunity merit being in a business developer’s pipeline of opportunities?
State of Opportunity Index (SOI) ─ How well are business development efforts progressing for a specific opportunity?
Opportunity Context Index (OCI) ─ How well do you understand the opportunity before making a bid or no-bid-decision? What is the quality of the hand-off from business development to capture manager?
Win Strategy Index (WSI) ─ Are the right things being done to help develop a winning proposal solution for a specific pursuit. If yes, how well are the right things being done?
Pursuit Index (PI) ─ Are the right things being done to help develop a winning proposal solution for a specific pursuit? If yes, who well are the right things being done?
Pursuit Debriefing Index (PDI) ─ What were the Evaluator’s adjectival ratings for past performance, personnel, management approach, technical approach, and price?
Growth Status Index (GSI) ─ What is the current growth status of the company?
The webinar shares experience from multiple professional practitioners’ viewpoints: business developers, capture managers, program managers, technical leaders, proposal managers, pricing leads, and corporate executives.
Key Take Ways:
Measurement for the sake of measurements is a waste of time and money.
Measurements need to be expressed in everyday terms familiar to the organization otherwise, they may, at best, be of little value.
Probability of Winning (P-Win) is an essential measurement to winning a competitive pursuit but not sufficient ─ It is a lagging indicator.
Learn about the missing measurements of competitive procurements.
Learn about Object Measurement (OM™), which is the measurement technique underlining the indices discussed.
The indices discussed can be done manually in Microsoft Excel or using a software called the Solution Engineering Tool (SET™).
Everything discussed in the webinar is explained in detail in the book, “Missing Measurements of Competitive Procurements: How Well is Your Company Doing Today to Win the Business of Tomorrow?”
There is no one way of measuring the performance of competitive procurements.
Don’t miss out! Register here 👉 https://www.eventbrite.com/e/missing-measurements-of-competitive-procurements-tickets-1735391987149?aff=oddtdtcreator