Diagnosing Your Firm’s Performance
I developed this diagnostic tool so my trainees could determine the progress being made. See if you recognize the performance of your firm in the descriptions below. Then contact me for help improving your diagnoses.
What can be accomplished? Plenty! I've worked with people in all categories and have successfully coached the critical few to perform at the Master's level.
Ad Hoc Tourist
Struggles to meet schedule.
Hit rate: 30 – 45%
Proposal Team intervention will raise this 10 percentage points.
Measure of success: They meet schedule.
Struggles to create robust storyboards. Benefits are a bit weak, but will be improved by a strong white team review.
Hit rate: 40 – 60%
Proposal Team intervention will raise this rate 15 percentage points.
Measure of success: storyboards become robust enough that new players can write sections without briefing. Benefits are obvious and strong. Proposal is compelling.
A master is ready for theme development: They have a good understanding of the proposal process and they know the client. Their storyboards inspire unique and interesting additions. They are capable of delegating much of the writing and should be encouraged to do so by the Marketing Team Leader. Their storyboards are excellent training materials for proposal managers who may be asked to write a section or two. After storyboards, the Master's focus should return to the client and, if appropriate, monitoring of the client relationship.
Hit rate: 55 to 75%
Proposal Team intervention will raise this rate as much as 20 percentage points.
Measure of success: Clients feed back your theme in subsequent conversations or meetings. Proposal is delivered early.
Do you see your firm as less than Masters of your own fate? Contact me for help improving your diagnoses.