Bidding Quarterly ArticleMeasuring to win - or just measuring your wins
Measuring and reporting on an organisation’s bid an proposal function is crucial to improving your win rate – but if you are only looking at your win rate you may be missing a beat.
Reporting and measuring the return on investment of your proposal function and the performance of your team is important to:
- Manage the function: You cannot manage what you can’t measure. Therefore, it is essential to have performance indicators to measure the effectiveness of the bid and proposal function.
- Building a winning culture: Building a high-performance team requires vital performance indicators, and win rate is not one of them. Instead, driving the right behaviours will result in increased wins.
- Gain buy-in and investment: One of the most significant complaints from the proposal industry is a lack of buy-in or respect for the proposal function. In my view, a big reason for this is that the proposal function has not effectively sold the value proposal to the business. The best way to do this is with statistics.
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