Wednesday, May 28, 2014 | 10:00 AM - 11:30 AM
Meaningful Metrics to Improve Process and Declare Success!
Kristin Dufrene, CPP
CACI, Inc. -
Ali Paskun, CF APMP Fellow
Win and capture rates
are indicators of an organization's bidding success, but can't be attributed
to any one area of the overall process. How can proposal professionals gather
and analyze metrics to identify and address areas for process improvement? An
extension of the proposal metrics discussion presented at Bid and Proposal
Con 2013, this presentation targets the specific reviews conducted during the
business development lifecycle. Each review (Opportunity, Black Hat, Pink
Team, Red Team, and Gold Team) is examined to determine which metrics measure
process effectiveness and outcome. Analysis of the various data points to
identify areas for improvement is also discussed.
CPP APMP Fellow, has been a member of APMP since 1995, presented at nine
International Conferences and NCR's Professional Day, and is an accredited
APMP Fellow. She applies her 23 years' federal acquisition experience as a
member, and former Chair, of APMP's Government-Industry Task Force. Over her
career, she has managed centralized proposal operations at large and small
companies. As VP of Capture and Proposal Excellence, Kristin is responsible
for ensuring the quality and integrity.
Ali Paskun CF.APMP is the founder of RFPtrainer (www.rfptrainer.com). Ali is a veteran in the world of Federal Government contracting having worked for a number of government contractors to develop and refine successful approaches to winning Federal Government contracts. She has spent 30 years developing win strategies with expertise throughout the entire phase of proposal development cycle, primarily for small and mid-sized companies. Ali has an impressive track record of collaborating with and managing capture teams to identify best possible solutions for proposals. She is published in the Journal of the Association of Proposal Management and has lectured nationally. She is an APMP Fellow and has earned APMP certification.
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