Not Everything That Can Be Counted Really Counts:
Measuring Success One Metric at a Time
Wednesday, May 9, 2018
11:30 am - 1:30 pm ET
6841 Benjamin Franklin Dr., Columbia, MD 21046
Everyone is familiar with the terms "win rate" (based on proposals submitted) or "capture rate" (based on revenue bid), but it can be difficult to quantify these numbers as they relate to proposal processes and proposal professionals. 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. What metrics can be applied directly to proposals and proposal professionals to gauge the quality of the product and the effectiveness of the processes? How can these metrics then be used as a baseline to develop key performance indicators for proposal staff members, such as proposal managers, writers, and desktop publishers? This presentation will discuss various metrics that can be implemented and analyzed for any proposal organization to track performance, identify and address areas for process improvement, report meaningful data, and set performance goals for employees.
is a CF APMP Fellow, small business consultant and advisor, trainer, writer and founder of ABIL Solutions, LLC. Kristin Baron Dufrene
is a CPP APMP Fellow and Vice President, Proposal Development for Vencore, Inc.
News You Can Use
The Defense Department is proposing legislation to impose new constraints on government contractors’ ability to protest federal agencies’ award decisions, including by rolling back their rights to file bid protests in federal court.
For more on this story from Federal News Radio, click on the headline, or here.
News You Can Use
"Fourteen months after President Donald Trump ordered all agencies to stand up regulatory reform task forces, the Defense Department is making major progress in weeding out what it views as outdated and unnecessary acquisition rules.
The group of Defense officials charged with examining acquisition rules is one of three subgroups currently operating within DoD as part if its regulatory reform task force. Its particular charge is to undertake an in-depth scrub of the Defense Federal Acquisition Regulation Supplement (DFARS), decide what is still relevant, and what is slowing the system down for no good reason."
Call for Speakers - APMP-NCA Mid-Atlantic Conference
Competing & Winning in a Changing Marketplace
The market is continually shifting. Changes in leadership, legislation, mergers and acquisitions, budget uncertainty, limited resources, and the tech disrupter culture create excitement, churn, and angst in the business development profession. The 2018 APMP-NCA Mid-Atlantic Conference (MAC) and Exposition provides attendees actionable steps to navigate market trends, understand the pros and cons of new methods and approaches, and address evolving customer needs. Presentations and panel discussions cover topics that include how to take advantage of media trends, technologies, and new submission techniques as well as identifying new challenges to competing and winning. The NCA MAC provides opportunities for vigorous exchange of ideas with leading BD, capture, and proposal professionals and other industry experts. We invite speakers and attendees to learn, grow, and thrive with us as we continue to set the standards for our profession.
Responses are due 5pm on May 15th.
To submit your abstract to be a presenter at APMP-NCA MAC, click here.
News You Can Use
For the fourth year in a row, the chairman of the House Armed Services Committee is pushing a package of legislation that he says will modernize and accelerate the Defense acquisition system.
This year’s version includes at least a couple of key differences though. For one, it attempts to prod the Defense Department to implement the changes Congress has already passed as part of prior-year reform bills.
Free Webinar hosted by Florida Sunshine Chapter!
Florida Sunshine Chapter is hosting a virtual chapter meeting / webinar on
June 7, 2018, 12-1 PM ET.
Defensive Tactics: Art & Science of Winning Re-competes
Presenter Marina Goren
Being an incumbent used to give you an immediate advantage over the rest of the competition. After all, no one knows this work as well as you do and no one has the same level of customer relationships and trust. However, in today's world of tremendous budget pressures, more and more government clients opt for a lower price solution over what the incumbent has to offer. This required companies to step up their game to win their own work back. Smart BD Consulting has been instrumental in helping our clients with strategies such as: providing independent customer surveys, assessment and recommendations of how to improve the contract performance prior to the re-compete; solutions for innovative and believable cost savings measures; and effective proposal design and development methodology based on a Subject Matter Expert(s) interview model. Mrs. Goren will share these and other techniques with the audience during this informative presentation to help fight "incumbinitis" and attain 100% of re-compete capture.
To register, click here!
News You Can Use
March 21, 2018 11:15 am
"The Section 809 Panel released its first of three reports in January aimed at improving and streamlining Defense Department acquisition across the government. The initial report was well-received for good reason. Through a careful analysis, it recommended bold and much-needed reform to the regulations underpinning everything DoD buys."
"Among other things, the RAND Report found that protests are not at all prevalent when viewed against the backdrop of overall DoD procurement activity. The report found just 0.3 percent of DoD contract actions were protested, and most GAO protests are resolved in just over a month–hardly indicative of a system that causes governmentwide disruption."
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