Missing Measurements of Competitive Procurements

Join us in November for our next informative webinar, Missing Measurements of Competitive Procurements, presented by Peter Lierni, CAP.APMP & CP.APMP and Scott Donaldson of Solutioneering, LLC. You 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.

We will also be giving away a free book! Don't miss out, register now!